Revenue Operations Manager

<p><strong>The Opportunity</strong></p>
<p>Zeta is investing in the UK as a priority growth market and is building the commercial organisation, operating model and capabilities required to scale.</p>
<p>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.</p>
<p>This is not a reporting role and it is not a Salesforce administration role.</p>
<p>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.</p>
<p>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.</p>
<p>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.</p>
<p><strong>What You Will Own</strong></p>
<p><strong>The UK Commercial Operating System</strong></p>
<p>Work in lock step with the President, UK to build and continuously improve the commercial operating model for the UK business.</p>
<p>Translate UK growth objectives into measurable customer, pipeline, revenue and execution metrics.</p>
<p>Establish the operating cadence across weekly pipeline and forecast reviews, customer growth reviews, account planning and quarterly business reviews.</p>
<p>Create a consistent framework for understanding performance across our two core commercial motions: protecting and expanding strategic customers, and winning selected enterprise new logos.</p>
<p>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?</p>
<p><strong>Pipeline, Forecasting and Revenue Performance</strong></p>
<p>Own the operational discipline behind UK pipeline and forecasting.</p>
<p>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.</p>
<p>Establish clear standards for opportunity creation, qualification, stage progression, close dates, next steps and forecast categories.</p>
<p>Analyse pipeline coverage, conversion, velocity, ageing, slippage and forecast accuracy.</p>
<p>Identify pipeline gaps and forecast risk early, and work with commercial leaders to determine the actions required.</p>
<p>Challenge assumptions when the underlying data does not support the forecast.</p>
<p>Build scenario models that help leadership understand what needs to happen to achieve revenue objectives.</p>
<p>Maintain one trusted view of UK pipeline and forecast.</p>
<p><strong>Customer Growth Intelligence</strong></p>
<p>Build the data and operational framework required to protect and grow Zeta’s strategic UK customer base.</p>
<p>Create visibility across customer revenue, retention, expansion pipeline, whitespace and Zeta footprint.</p>
<p>Help identify where customers are underpenetrated, where additional capabilities may be relevant and where account risk requires intervention.</p>
<p>Partner with Customer Growth and Key Account Directors (Impact Partners) to strengthen strategic account planning and establish measurable multi-year growth plans.</p>
<p>Create account-level views that bring together revenue, opportunities, stakeholders, engagement and relevant commercial signals.</p>
<p>Help leadership prioritise the customers and opportunities where investment can create the greatest commercial impact.</p>
<p><strong>Enterprise New-Logo Intelligence</strong></p>
<p>Partner with the GVP, Enterprise Sales to build the operational discipline behind a focused enterprise new-logo strategy.</p>
<p>Create visibility across priority accounts, buying committees, engagement, intent, opportunities and pipeline progression.</p>
<p>Help determine whether we are building sufficient qualified pipeline against our targets and where intervention is required.</p>
<p>Analyse conversion and progression to understand where deals accelerate, stall or are lost.</p>
<p>Connect sales activity, marketing engagement and account intelligence to give commercial teams a more complete picture of each strategic opportunity.</p>
<p>Focus measurement on meaningful enterprise opportunities and revenue outcomes rather than activity volume.</p>
<p><strong>Salesforce and the Revenue Technology Stack</strong></p>
<p>Act as the UK commercial owner and expert for how Salesforce and the broader revenue technology stack support our growth strategy.</p>
<p>You will need strong hands-on knowledge of Salesforce, including account and opportunity structures, reporting, dashboards, forecasting, workflows and data quality.</p>
<p>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.</p>
<p>Partner with Global Revenue Operations and system owners to translate UK business requirements into effective system configuration, reporting, automation and process improvements.</p>
<p>Ensure account hierarchies, contacts, buying committees, opportunities and activities are structured in ways that make the data commercially useful.</p>
<p>Drive high standards of CRM adoption and data quality while reducing unnecessary administrative burden on sellers and account teams.</p>
<p>Identify opportunities to automate manual processes and improve productivity.</p>
<p>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.</p>
<p><strong>Turn Gong and Commercial Signals into Intelligence</strong></p>
<p>Help Zeta move beyond simply recording customer and prospect interactions.</p>
<p>Use Gong and other available data sources to identify patterns across customer conversations, opportunities and competitive engagements.</p>
<p>Surface recurring customer priorities, objections, competitive themes and signals of opportunity or risk.</p>
<p>Work with Product Marketing, Customer Growth, Enterprise Sales and leadership to turn those insights into action.</p>
<p>Help establish a culture where customer conversations and commercial signals inform account strategy, enablement, product feedback and leadership decisions.</p>
<p><strong>Marketing and ABM Measurement</strong></p>
<p>Partner with the VP, ABM &amp; Customer Marketing, UK to connect account engagement to commercial outcomes.</p>
<p>Build visibility into engagement across strategic customers and named enterprise prospects.</p>
<p>Help determine which programmes are creating executive access, expanding buying-committee engagement, generating opportunities or accelerating existing opportunities.</p>
<p>Connect Salesforce, 6sense and relevant marketing data to provide a coherent account-level view.</p>
<p>Help the UK leadership team understand where marketing investment is creating commercial impact and where resources should be reallocated.</p>
<p><strong>Commercial Planning and Decision Support</strong></p>
<p>Act as a trusted analytical partner to the President, UK and UK leadership team.</p>
<p>Support annual and quarterly planning, translating revenue objectives into pipeline requirements, account priorities and measurable operating plans.</p>
<p>Provide analysis to inform account allocation, commercial capacity, resource deployment and investment decisions.</p>
<p>Partner with Finance and Global Revenue Operations to reconcile commercial and financial views of performance.</p>
<p>Build scenarios and models that allow leadership to test assumptions and understand the likely impact of different decisions.</p>
<p>Do not simply report what happened. Explain why it happened, what is likely to happen next and what we should do about it.</p>
<p><strong>What You Will Bring</strong></p>
<p>You will have:</p>
<ul>
<li>Significant experience in Revenue Operations, Sales Operations or Commercial Operations within an enterprise B2B organisation.</li>
<li>Strong hands-on Salesforce capability, including reporting, dashboards, pipeline management, forecasting and commercial workflows.</li>
<li>Experience with Gong and familiarity with account intelligence, intent, sales engagement or revenue intelligence platforms such as 6sense.</li>
<li>Strong understanding of enterprise sales cycles, pipeline management, opportunity qualification and forecasting.</li>
<li>Experience supporting both new-logo acquisition and existing-customer expansion.</li>
<li>Excellent analytical capability and the ability to turn complex commercial data into clear recommendations.</li>
<li>Experience building executive dashboards and operating cadences used by senior commercial leadership.</li>
<li>Strong understanding of CRM governance, data quality and adoption.</li>
<li>The ability to build useful models and analyse commercial scenarios.</li>
<li>Experience connecting Sales, Customer Growth, Marketing and Finance data.</li>
<li>The ability to translate business requirements into systems, processes and automation.</li>
<li>Experience in SaaS, MarTech, data, customer engagement or adjacent enterprise technology would be highly valuable.</li>
</ul>
<p>Experience with BI and data-visualisation tools is desirable, but commercial judgement is more important than expertise in any individual reporting platform.</p>
<p><strong>How You Work</strong></p>
<p>You are commercially curious. When a number mo

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