Job Description
Own and optimize end-to-end Lead-to-Quote-to-Cash (L2Q2C) and Demand-to-Retention (D2R) processes across the go-to-market lifecycle—from demand generation and pipeline management to forecasting, CPQ, billing, and renewals. Partner cross-functionally with Sales, Marketing, Finance, IT, and Deal Desk to improve pipeline visibility, forecast accuracy, and overall revenue performance. This role focuses on identifying gaps, re-engineering processes, and implementing scalable solutions that drive efficiency and growth. We’re looking for a strategic, innovative thinker who understands the full revenue lifecycle, that can deliver measurable business impact through process and systems optimization.
About the Team
The team sits within Zoom Video Communications’s Go-To-Market and Revenue Operations function. They work cross-functionally with Sales, Finance, Legal, Customer Operations, and IT to build a scalable, compliant, and data-driven revenue engine. Focused on process excellence and systems strategy, the team enables scalable Go-To-Market growth and efficient revenue management.
Responsibilities
Owning and optimizing end-to-end Demand-to-Retention (D2R) processes, including lead generation, lead-to-opportunity conversion, pipeline management, forecasting, CPQ/quote-to-cash, renewals, and expansion
Analyzing pipeline health, conversion metrics, and forecast accuracy to drive revenue performance
Designing and improving workflows, controls, and business rules
Partnering with Go-To-Market and Finance on pricing, deal structure, and new sales motions
Identifying gaps and driving process and system improvements
Translating business needs into Salesforce/CPQ requirements and support delivery
Operationalizing policy through scalable processes and governance controls
Supporting enablement and adoption of new processes and tools
What we’re looking for
Hold a background in Business, Finance, or a related field with advanced education in these areas considered an advantage.
5+ years of experience in Go-To-Market Operations, Revenue Operations, or Business Process roles,
Have proven experience in Salesforce CRM (SFDC) and various tools (e.g., Leadspace, LeanData, Clari, ZoomInfo, Zuora or any CPQ tools, Lusha, or comparable platforms).
Have good experience with D2R processes in a SaaS environment
Have good knowledge of Salesforce (SFDC) and familiarity with CPQ
Have proven ability to drive cross-functional initiatives and system enhancements
Have good analytical, communication, and stakeholder management skills
Have experience in scaling or SOX-compliant environments is advantages
Offer opportunities across India, APAC, EU, and US regions. Finalize shift alignment during interviews, remaining fixed afterward. Regional work hours may extend to 11 PM/12 PM IST without late-night shifts
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.