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Revenue Operations Manager

London, UK

The Opportunity

Zeta is investing in the UK as a priority growth market and is building the commercial organisation, operating model and capabilities required to scale.

We are looking for a Revenue Operations Manager to work directly with the President, UK and UK commercial leadership team to build the operating system behind that growth.

This is not a reporting role and it is not a Salesforce administration role.

We are looking for a highly commercial, analytical operator who can create one trusted view of the business, establish rigorous pipeline and forecasting disciplines, make our revenue technology work harder and turn data into decisions.

You will work across Customer Growth, Enterprise Sales, Key Account Directors (Impact Partners), Marketing, Solutions Consulting and Finance, connecting our customer, pipeline, activity and revenue data into a clear view of where we are performing, where we are at risk and where the next growth opportunities exist.

You will be expected to get into the detail, challenge assumptions and proactively bring insight to leadership. The objective is simple: give the UK team the data, systems, discipline and commercial intelligence required to make better decisions and grow faster.

What You Will Own

The UK Commercial Operating System

Work in lock step with the President, UK to build and continuously improve the commercial operating model for the UK business.

Translate UK growth objectives into measurable customer, pipeline, revenue and execution metrics.

Establish the operating cadence across weekly pipeline and forecast reviews, customer growth reviews, account planning and quarterly business reviews.

Create a consistent framework for understanding performance across our two core commercial motions: protecting and expanding strategic customers, and winning selected enterprise new logos.

Ensure leadership can quickly answer the questions that matter: Where are we winning? Where are we behind? What has changed? What is at risk? Where should we invest? What needs action now?

Pipeline, Forecasting and Revenue Performance

Own the operational discipline behind UK pipeline and forecasting.

Partner with the GVP, Customer Growth, GVP, Enterprise Sales and Key Account Directors (Impact Partners) to create an accurate view of expansion and new-logo opportunities.

Establish clear standards for opportunity creation, qualification, stage progression, close dates, next steps and forecast categories.

Analyse pipeline coverage, conversion, velocity, ageing, slippage and forecast accuracy.

Identify pipeline gaps and forecast risk early, and work with commercial leaders to determine the actions required.

Challenge assumptions when the underlying data does not support the forecast.

Build scenario models that help leadership understand what needs to happen to achieve revenue objectives.

Maintain one trusted view of UK pipeline and forecast.

Customer Growth Intelligence

Build the data and operational framework required to protect and grow Zeta’s strategic UK customer base.

Create visibility across customer revenue, retention, expansion pipeline, whitespace and Zeta footprint.

Help identify where customers are underpenetrated, where additional capabilities may be relevant and where account risk requires intervention.

Partner with Customer Growth and Key Account Directors (Impact Partners) to strengthen strategic account planning and establish measurable multi-year growth plans.

Create account-level views that bring together revenue, opportunities, stakeholders, engagement and relevant commercial signals.

Help leadership prioritise the customers and opportunities where investment can create the greatest commercial impact.

Enterprise New-Logo Intelligence

Partner with the GVP, Enterprise Sales to build the operational discipline behind a focused enterprise new-logo strategy.

Create visibility across priority accounts, buying committees, engagement, intent, opportunities and pipeline progression.

Help determine whether we are building sufficient qualified pipeline against our targets and where intervention is required.

Analyse conversion and progression to understand where deals accelerate, stall or are lost.

Connect sales activity, marketing engagement and account intelligence to give commercial teams a more complete picture of each strategic opportunity.

Focus measurement on meaningful enterprise opportunities and revenue outcomes rather than activity volume.

Salesforce and the Revenue Technology Stack

Act as the UK commercial owner and expert for how Salesforce and the broader revenue technology stack support our growth strategy.

You will need strong hands-on knowledge of Salesforce, including account and opportunity structures, reporting, dashboards, forecasting, workflows and data quality.

You should also understand how platforms such as Gong, 6sense and other sales, marketing and revenue-intelligence technologies can work together to improve commercial execution.

Partner with Global Revenue Operations and system owners to translate UK business requirements into effective system configuration, reporting, automation and process improvements.

Ensure account hierarchies, contacts, buying committees, opportunities and activities are structured in ways that make the data commercially useful.

Drive high standards of CRM adoption and data quality while reducing unnecessary administrative burden on sellers and account teams.

Identify opportunities to automate manual processes and improve productivity.

The objective is not technology for technology’s sake. Every system should help our teams understand customers better, prioritise more effectively, sell more intelligently or make better decisions.

Turn Gong and Commercial Signals into Intelligence

Help Zeta move beyond simply recording customer and prospect interactions.

Use Gong and other available data sources to identify patterns across customer conversations, opportunities and competitive engagements.

Surface recurring customer priorities, objections, competitive themes and signals of opportunity or risk.

Work with Product Marketing, Customer Growth, Enterprise Sales and leadership to turn those insights into action.

Help establish a culture where customer conversations and commercial signals inform account strategy, enablement, product feedback and leadership decisions.

Marketing and ABM Measurement

Partner with the VP, ABM & Customer Marketing, UK to connect account engagement to commercial outcomes.

Build visibility into engagement across strategic customers and named enterprise prospects.

Help determine which programmes are creating executive access, expanding buying-committee engagement, generating opportunities or accelerating existing opportunities.

Connect Salesforce, 6sense and relevant marketing data to provide a coherent account-level view.

Help the UK leadership team understand where marketing investment is creating commercial impact and where resources should be reallocated.

Commercial Planning and Decision Support

Act as a trusted analytical partner to the President, UK and UK leadership team.

Support annual and quarterly planning, translating revenue objectives into pipeline requirements, account priorities and measurable operating plans.

Provide analysis to inform account allocation, commercial capacity, resource deployment and investment decisions.

Partner with Finance and Global Revenue Operations to reconcile commercial and financial views of performance.

Build scenarios and models that allow leadership to test assumptions and understand the likely impact of different decisions.

Do not simply report what happened. Explain why it happened, what is likely to happen next and what we should do about it.

What You Will Bring

You will have:

  • Significant experience in Revenue Operations, Sales Operations or Commercial Operations within an enterprise B2B organisation.
  • Strong hands-on Salesforce capability, including reporting, dashboards, pipeline management, forecasting and commercial workflows.
  • Experience with Gong and familiarity with account intelligence, intent, sales engagement or revenue intelligence platforms such as 6sense.
  • Strong understanding of enterprise sales cycles, pipeline management, opportunity qualification and forecasting.
  • Experience supporting both new-logo acquisition and existing-customer expansion.
  • Excellent analytical capability and the ability to turn complex commercial data into clear recommendations.
  • Experience building executive dashboards and operating cadences used by senior commercial leadership.
  • Strong understanding of CRM governance, data quality and adoption.
  • The ability to build useful models and analyse commercial scenarios.
  • Experience connecting Sales, Customer Growth, Marketing and Finance data.
  • The ability to translate business requirements into systems, processes and automation.
  • Experience in SaaS, MarTech, data, customer engagement or adjacent enterprise technology would be highly valuable.

Experience with BI and data-visualisation tools is desirable, but commercial judgement is more important than expertise in any individual reporting platform.

How You Work

You are commercially curious. When a number moves, you want to understand why.

You do not wait to be asked for a report. You spot patterns, investigate them and bring leadership a point of view.

You are comfortable telling a senior leader that the data does not support their forecast, while working constructively with them to understand what needs to change.

You can move comfortably between the detail and the bigger picture. In the same day, you might investigate an opportunity in Salesforce, analyse a pipeline trend, improve a dashboard and sit with the President, UK to make a decision about where the organisation should focus.

You care about data quality because you understand that decisions are only as good as the information behind them.

You are technically confident but commercially driven. Salesforce, Gong, 6sense and other systems are tools. Your objective is better execution and better commercial outcomes.

You are highly collaborative, low ego and comfortable working across a complex global organisation.

Above all, you have the mindset of a business partner, not a reporting function.

What Success Looks Like

Success will mean that the UK leadership team has:

  • One trusted view of customers, pipeline, forecast and revenue performance.
  • Clear visibility into retention, expansion, whitespace and new-logo growth.
  • A rigorous commercial operating cadence that drives action and accountability.
  • Strong pipeline and forecasting discipline with improving forecast accuracy.
  • Earlier identification of customer risk, pipeline gaps and growth opportunities.
  • High-quality Salesforce data that commercial teams trust and use.
  • Effective use of Gong, 6sense and the wider revenue technology stack to improve commercial decisions.
  • Clear linkage between account engagement, marketing activity, opportunities and revenue.
  • Less manual reporting and administration through better processes and automation.
  • Actionable insight that helps leadership determine where to focus people, time and investment.
  • A scalable Revenue Operations model that can support the continued growth of the UK business.

This is a high-impact role at the centre of Zeta’s UK growth strategy. You will have direct access to senior leadership and the opportunity to build the commercial operating system that helps turn strategy into measurable growth.

 

PEOPLE & CULTURE AT ZETA 

Zeta considers applicants for employment without regard to, and does not discriminate on the basis of an individual’s sex, race, color, religion, age, disability, status as a veteran, or national or ethnic origin; nor does Zeta discriminate on the basis of sexual orientation, gender identity or expression.  

We’re committed to building a workplace culture of trust and belonging, so everyone feels invited to bring their whole selves to work. We provide a forum for employees to celebrate, support and advocate for one another. Learn more about our commitment to diversity, equity and inclusion here: https://zetaglobal.com/blog/a-look-into-zetas-ergs/ 

 

ZETA IN THE NEWS! 

https://zetaglobal.com/press/?cat=press-releases 

 

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