Senior GTM Operations Leader, Scale & Policy

Zoom; Honolulu (HI); Hybrid; USD 127,000 - 277,000; Full time

Job summary

Zoom is seeking a Senior Business Operations Analyst on the GTM Business Excellence team to shape go-to-market motions at scale. You will translate complex commercial and operational challenges into durable policy, guiding Direct and Channel sales and partnering with Enterprise Systems.

In this role you lead multi-workstream initiatives from concept through handoff, use data to surface root causes, and mentor others while integrating AI and automation into workflows.

Qualifications

• 8+ years in Sales Operations, Business Operations, or related strategic planning roles in SaaS.
• Experience with Enterprise Systems (Salesforce, CPQ, ERP) and translating needs into scalable requirements with UAT ownership.
• Experience designing governance models, RACI matrices, and policy documentation standards.
• Strong data-driven problem-solving with ability to identify root causes and durable fixes.
• Excellent executive communication and influencing skills across Sales, Finance, Legal, and IT.
• Bachelor's degree in Business, Operations, IS, or related field.
• Familiarity with partner ecosystems and channel sales; knowledge of Tableau or SQL; Lean, Six Sigma, or PMP is a plus.

Responsibilities

• Lead cross-functional go-to-market initiatives end-to-end across Direct and Channel sales with clear governance and timelines.
• Assess feasibility of new initiatives, align cross-program dependencies, and manage risks with partners.
• Serve as liaison between GTM Business Excellence and Enterprise Systems, owning requirements quality through UAT and delivery.
• Design a governance framework with decision rights, reviews, and change management.
• Lead the COE operating rhythm for Opportunity Lifecycle Management and Quoting, building dashboards and metrics.
• Use data and performance insights to identify root causes and align COE priorities with GTM strategy.
• Mentor team members and drive the integration of AI and automation into workflows.

Skills

Cross-functional leadership

Executive communication

Data-driven analysis

Problem-solving

GTM strategy

Education

Bachelor's degree in Business/Operations/IS

Tools

Salesforce

CPQ

ERP

Tableau

SQL

Job description

Zoom is seeking a Senior Business Operations Analyst on the GTM Business Excellence team to shape go-to-market motions at scale. You will translate complex commercial and operational challenges into durable policy, guiding Direct and Channel sales and partnering with Enterprise Systems.

In this role you lead multi-workstream initiatives from concept through handoff, use data to surface root causes, and mentor others while integrating AI and automation into workflows.