Remote GTM Operations Lead & Process Architect

Zoom; Carson City (NV); Hybrid; USD 98,000 - 226,000; Full time

Job summary

Zoom's GTM Business Excellence team seeks an experienced operations professional to shape go-to-market processes and commercial policies. You will work cross-functionally with Direct Sales, Channel, Finance, Legal, Deal Desk, and Enterprise Systems to translate complex decisions into scalable playbooks and standards.

You will document and govern exception paths, build training materials, and drive continuous improvements in opportunity lifecycle, quoting, and automation.

Qualifications

• Bachelor's degree in Business, Operations, Information Systems, or related field.
• 5+ years in Sales Ops, Business Ops, Deal Desk, or similar SaaS role.
• Experience with enterprise GTM systems (Salesforce, CPQ, ERP).
• Understanding of quoting, opportunity lifecycle, and lead-to-cash processes.
• Strong analytical, mapping, and documentation skills.
• Project management and stakeholder coordination experience.
• Familiarity with partner ecosystems and channel incentives.
• Experience with Tableau or SQL; interest in AI tools.

Responsibilities

• Evaluate the operational and commercial feasibility of new go-to-market initiatives across Direct and Channel, identifying downstream impacts across bookings, compensation, partner incentives, and billing before launch
• Own assigned workstreams within cross-functional initiatives, tracking milestones, dependencies, and risks while keeping stakeholders aligned on progress
• Translate business requirements into scalable process and system specifications, partnering with Enterprise Systems to deliver fully implemented solutions including UAT coordination and run-the-business handoff
• Design and maintain repositories of key business decisions and commercial policies, ensuring documentation remains current, searchable, and consistently applied across routes to market
• Create detailed process maps and standard operating procedures that distinguish standard workflows from exception paths, and review policies for consistency and gaps across routes to market
• Analyze support ticket and exception trends to identify root causes and recommend process or policy improvements that reduce manual effort and downstream disruption
• Serve as a subject-matter expert in Zoom's opportunity lifecycle and quoting processes, assess enhancement requests, and help prioritize improvements to opportunity management and quoting systems
• Build training collateral and facilitate workshops to drive adoption of new processes and best practices across seller and partner audiences
• Develop reports tracking process adherence, opportunity and quote data quality, and cycle time to support continuous improvement
• Identify and pilot opportunities to apply automation and AI to reduce manual effort and measure impact

Skills

Sales Operations

GTM Systems

Data Analysis

Project Management

Cross-functional Collaboration

Channel Partnerships

Tableau/SQL

Education

Bachelor's degree

Tools

Salesforce

CPQ

ERP

Job description

Zoom's GTM Business Excellence team seeks an experienced operations professional to shape go-to-market processes and commercial policies. You will work cross-functionally with Direct Sales, Channel, Finance, Legal, Deal Desk, and Enterprise Systems to translate complex decisions into scalable playbooks and standards.

You will document and govern exception paths, build training materials, and drive continuous improvements in opportunity lifecycle, quoting, and automation.