Go-To-Market Operations Lead, Zoom
$126.5-276.7k
OTE
Work platform for human connection
Open for applications
Work platform for human connection
1001+ employees
Open for applications
$126.5-276.7k
OTE
1001+ employees
Company mission
To help people connect, collaborate, and get more work done, together.
Role
Who you are
- Bring 10+ years of experience in Revenue Operations, Go-To-Market Operations, or Business Process roles within a SaaS environment
- Demonstrate deep understanding of B2B sales motions, customer lifecycle management, and funnel optimization from demand through retention
- Show proven experience owning and transforming end-to-end Demand to Retention processes in a scaling organization
- Lead and manage teams effectively, including experience with globally distributed teams
- Apply deep working knowledge of Salesforce including core objects, workflows, approvals, reporting, and integrations
- Understand CPQ concepts including pricing, discounting, approvals, and deal structuring
- Communicate effectively with executive stakeholders, influence cross-functional partners, and manage complex initiatives independently
- Drive automation and AI-enabled process improvements to enhance efficiency and consistency
What the job involves
- Lead and scale Zoom's end-to-end Demand to Land business process function—from demand generation through customer expansion
- Drive process transformation by identifying inefficiencies, prioritizing improvements, and implementing scalable solutions across sales systems and workflows. Deliver measurable impact on pipeline quality, sales execution, and customer experience while shaping how our Go-To-Market organization operates
- Our team owns the processes that power efficient scaling—from lead to renewal. We partner across Sales, Customer Success, IT, and Systems to design, govern, and continuously improve workflows. Our work directly impacts pipeline quality, forecast accuracy, and customer experience
- Owning and governing end-to-end Demand to Land processes including lead management, opportunity management, forecasting, quoting, pricing, approvals, order management, contract lifecycle, and expansion workflows
- Identifying process breakdowns and inefficiencies across the customer lifecycle by analyzing system behavior, user feedback, and performance data to surface root causes and prioritize improvements
- Leading process transformation initiatives by designing current-state and future-state workflows, building business cases, and implementing automation and AI solutions to reduce manual effort
- Partnering with IT and Systems teams to define requirements, scope enhancements, prioritize backlogs, and ensure alignment between process design and system capabilities across Salesforce and adjacent tools
- Enabling Go-To-Market teams by establishing best practices, producing documentation and training materials, and driving adoption of standardized processes across Sales, Customer Success, and Operations
Application process
- End Date: April 2, 2026
Our take
Zoom reworked video conferencing when most people assumed it was a solved problem, with services from Cisco and Skype already ubiquitous in workplaces and homes. However, its videoconferencing infrastructure was simpler to use, faster and more flexible than any previous solution, and it swiftly took the world by storm.
Its success bred competition, however, and companies such as Microsoft and Google, along with numerous smaller communications firms, have begun making inroads on Zoom's formerly commanding lead. Additionally, as workplaces are mostly adopting a hybrid or flexible working strategy, some of its importance as a workplace tool is wearing off and it is recording a gradual decline in daily usage rates.
To counter these trends, Zoom is expanding its business offerings through product development and strategic acquisitions. Alongside many other large tech companies, it has battled through a difficult economic situation, but it nonetheless remains a profitable company and household name. Plus, its track record of innovation means it is still very much one to watch in the communications space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2017
$100m
SERIES D
Feb 2015
$30m
SERIES C
Total funding: $148.5m
Company benefits
- Work from home opportunities
- Retirement benefits
- My-Time-Off (MTO), an extended vacation policy
- Employee Stock Purchase Plan (ESPP) and Restricted Stock Unit (RSU) Equity Program plus Yearly stock grant for all employees
- Wellness and fitness reimbursement, wellness resources, Thrive Global wellness app, TaskHuman wellness coaching app
- Employee Assistance Program (EAP) including emotional support, financial resources and legal guidance
- Paid Parental Leave (both parents) 16 weeks paid leave (or statutory if more generous)
- Employer Matching of Charitable contributions up to $500 USD equivalent/year
- Annual Zoom Store Allowance
- Business Travel Accident Insurance
Company HQ
Downtown San Jose, San Jose, CA
Leadership
Eric Yuan
(CEO & Founder)Previously VP Engineering at Cisco and WebEx.
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