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About the Role
Zeta is seeking a Revenue Operations Manager to partner directly with the UK President and commercial leadership. This role is crucial for building the operating system behind Zeta's UK growth strategy, focusing on creating a unified business view, establishing rigorous pipeline and forecasting processes, optimizing revenue technology, and leveraging data for decision-making. The objective is to equip the UK team with the necessary data, systems, discipline, and commercial intelligence to enhance decision-making and accelerate growth.
Responsibilities
- Build and continuously improve the commercial operating model for the UK business in alignment with the President, UK.
- Translate UK growth objectives into measurable customer, pipeline, revenue, and execution metrics.
- Establish the operating cadence for weekly pipeline and forecast reviews, customer growth reviews, account planning, and quarterly business reviews.
- Create a consistent framework for understanding performance across strategic customer protection/expansion and new logo acquisition.
- Ensure leadership can quickly answer key business questions regarding performance, risks, and opportunities.
- Own the operational discipline for UK pipeline and forecasting.
- Partner with commercial leaders 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.
- Analyze pipeline coverage, conversion, velocity, ageing, slippage, and forecast accuracy.
- Identify pipeline gaps and forecast risks early, collaborating with commercial leaders on necessary actions.
- Challenge forecast assumptions when underlying data does not support them.
- Build scenario models to help leadership achieve revenue objectives.
- Maintain a trusted view of UK pipeline and forecast.
- Build the data and operational framework to protect and grow Zeta’s strategic UK customer base.
- Create visibility into customer revenue, retention, expansion pipeline, whitespace, and Zeta footprint.
- Identify areas of customer underpenetration, potential for additional capabilities, and account risks requiring intervention.
- Partner with Customer Growth and Key Account Directors to strengthen strategic account planning and establish measurable multi-year growth plans.
- Create account-level views integrating revenue, opportunities, stakeholders, engagement, and commercial signals.
- Help leadership prioritize customers and opportunities for maximum commercial impact.
- Partner with Enterprise Sales leadership to build operational discipline for a focused enterprise new-logo strategy.
- Create visibility into priority accounts, buying committees, engagement, intent, opportunities, and pipeline progression.
- Determine if sufficient qualified pipeline is being built against targets and identify areas needing intervention.
- Analyze conversion and progression to understand deal acceleration, stalling, or loss.
- Connect sales activity, marketing engagement, and account intelligence for a comprehensive view of strategic opportunities.
- Focus measurement on meaningful enterprise opportunities and revenue outcomes.
- Act as the UK commercial owner and expert for Salesforce and the broader revenue technology stack.
- Translate UK business requirements into effective system configuration, reporting, automation, and process improvements.
- Ensure account hierarchies, contacts, buying committees, opportunities, and activities are structured for commercial utility.
- Drive high standards of CRM adoption and data quality while reducing administrative burden.
- Identify opportunities to automate manual processes and improve productivity.
- Use Gong and other data sources to identify patterns in customer conversations, opportunities, and competitive engagements.
- Surface recurring customer priorities, objections, competitive themes, and signals of opportunity or risk.
- Partner with marketing teams to connect account engagement to commercial outcomes.
- Build visibility into engagement across strategic customers and named enterprise prospects.
- Help determine which programs are driving executive access, expanding buying-committee engagement, generating opportunities, or accelerating existing opportunities.
- Connect Salesforce, 6sense, and marketing data for a coherent account-level view.
- Help UK leadership understand marketing investment impact and resource reallocation needs.
- 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 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 performance views.
- Build scenarios and models for leadership to test assumptions and understand decision impacts.
- Explain the 'why' behind performance, predict future outcomes, and recommend actions.
Requirements
- Significant experience in Revenue Operations, Sales Operations, or Commercial Operations within an enterprise B2B organization.
- 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 like 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 ability to translate complex commercial data into clear recommendations.
- Experience building executive dashboards and operating cadences for senior commercial leadership.
- Strong understanding of CRM governance, data quality, and adoption.
- Ability to build useful models and analyze commercial scenarios.
- Experience connecting Sales, Customer Growth, Marketing, and Finance data.
- Ability to translate business requirements into systems, processes, and automation.
- Experience in SaaS, MarTech, data, customer engagement, or adjacent enterprise technology is highly valuable.
- Experience with BI and data-visualization tools is desirable.
- Commercial curiosity and a proactive approach to identifying and investigating business trends.
- Comfortability challenging senior leaders with data-driven insights.
- Ability to balance detailed analysis with a strategic overview.
- Commitment to data quality for informed decision-making.
- Technical confidence combined with a commercial drive.
- Highly collaborative with low ego.
- Comfortable working across a complex global organization.
- Mindset of a business partner rather than a reporting function.
Skills
- Revenue Operations
- Sales Operations
- Commercial Operations
- Salesforce
- Reporting
- Dashboards
- Pipeline Management
- Forecasting
- Commercial Workflows
- Gong
- 6sense
- Account Intelligence
- Intent Platforms
- Sales Engagement Platforms
- Revenue Intelligence Platforms
- Enterprise Sales Cycles
- Opportunity Qualification
- Customer Retention
- Customer Expansion
- Analytical Skills
- Data Analysis
- Commercial Data Translation
- Executive Dashboards
- Operating Cadences
- CRM Governance
- Data Quality
- CRM Adoption
- Modeling
- Scenario Analysis
- Data Integration (Sales, Customer Growth, Marketing, Finance)
- Business Requirements Translation
- Systems Implementation
- Process Improvement
- Automation
- SaaS
- MarTech
- Customer Engagement Technology
- BI Tools
- Data Visualization Tools
Location
- UK
Work Type
- Full-time
Experience Level
- Significant experience
About the Company
- Zeta is investing in the UK as a priority growth market and is building the commercial organisation, operating model and capabilities required to scale.
- 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
Equal Opportunity
- 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.