Head of Sales Operations

Socket.dev; San Jose (CA); Hybrid; USD 184,000 - 403,000; Full time

Job summary

Zoom is seeking a Revenue Operations leader to design and execute GTM planning, forecasting, and analytics that power the revenue engine. You will partner across Sales, Finance, HR, Marketing, and Data & Automation to translate strategy into executable processes and drive growth.

You will own the forecasting model, pipeline analytics, and renewal/expansion analytics, ensuring leadership sees performance clearly and actions are aligned with company strategy.

Qualifications

• Significant experience leading Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS or enterprise software environment.
• Deep expertise in revenue planning, coverage models, territory design, capacity planning, and quota setting.
• Experience building forecasting models, pipeline analytics, deal inspection, and executive revenue visibility.
• Ability to design and improve sales processes, CRM governance, operating rhythms, and cross‑functional engagement.

Responsibilities

• Lead end-to-end revenue planning — annual planning, segmentation, territory design, capacity modeling, quota setting, and investment allocation.
• Own forecasting operating model and pipeline analytics infrastructure, providing leadership with visibility into performance, risk, and opportunities.
• Drive Customer Success Operations including renewals, churn analysis, account health scoring, adoption metrics, and expansion analytics.
• Partner with Sales, Finance, HR, Marketing, and Data & Automation to operationalize compensation plans, pipeline generation, funnel, and AI-driven productivity improvements across revenue.

Skills

Revenue Operations

GTM Operations

Sales Operations

B2B SaaS

Forecasting

Territory Design

Quota Setting

Job description

What you can expect

You will design the strategy and systems powering Zoom's go-to-market execution. You will partner cross-functionally to build a data-driven operating model. You will transform how Zoom forecasts and grows.

About the Team

Our team powers the planning, analytics, and systems behind Zoom's revenue engine. We partner cross-functionally turning strategy into execution. We make growth predictable and scalable.

Responsibilities

• Leading end-to-end revenue planning — including annual planning, segmentation, territory design, capacity modeling, quota setting, and investment allocation — to translate company strategy into an executable go-to-market plan.




• Owning the forecasting operating model and pipeline analytics infrastructure, building disciplined processes that give leadership clear visibility into performance, risk, and opportunity.




• Driving Customer Success Operations including renewal models, churn analysis, account health scoring, adoption metrics, and expansion analytics to connect new business, retention, and customer value realization.




• Partnering with Sales, Finance, HR, Marketing, and Data & Automation teams to operationalize compensation plans, pipeline generation, funnel conversion, and AI-driven productivity improvements across the revenue organization.

What we’re looking for

Essential:

• Demonstrate significant experience leading Revenue Operations, SalesOperations, or GTM Operations in a B2B SaaS or enterprise software environment.




• Apply deep expertise in revenue planning, coverage models, territory design, capacity planning, and quota setting to build scalable go-to-market frameworks.




• Build and manage forecasting models, pipeline analytics, deal inspection processes, and executive-level revenue visibility.




• Design and improve sales processes, CRM governance, operating rhythms, and rules of engagement across a complex revenue organization.




• Develop and operationalize sales compensation plans, incentive structures, commission rules, and performance tracking aligned to company strategy.




• Lead or partner closely with Customer Success Operations on renewals, adoption, churn analysis, account health, and risk scoring.




• Translate complex data into clear, actionable insights and recommendations for senior leadership, driving cross-functional alignment in a matrixed organization.

Preferred:

• Bring working knowledge of marketing funnel dynamics, lead management, pipeline generation, campaign attribution, and how AI and automation can improve revenue execution and seller productivity.

Salary Range or On Target Earnings:

Minimum:

$184,300.00

Maximum:

$403,200.00

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure; there may be a different range for candidates in this and other locations

Anticipated Position Close Date:

09/10/26

Ways of Working

Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits

As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us

Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars. We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

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