Revenue Operations Manager GTM & Growth

About ZOCA

ZOCA is building products that help businesses simplify their operations, improve customer engagement, and drive growth. As we continue to scale our presence in the US market, we are looking for an experienced Sales Development Representative to help build our US SMB sales pipeline.

This is a high-impact, phone-first outbound role for someone who knows how to engage SMB prospects, create interest, handle objections, and consistently book qualified demos.

About the Role

We are looking for a Revenue Operations Manager to help build and scale the revenue engine for our high-velocity North American SMB business.

You will work closely with AE, AM, Marketing, Product and Finance to improve Net New Business, GRR, NRR, Expansion Revenue and Self-Serve Growth.

This is a highly execution-oriented role. You will own the data, instrumentation, analytics and operating cadence that helps the revenue team identify problems and improve performance.

What You'll Own1. AE & Net New Business

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  Drive visibility into pipeline, conversion, win rate, sales cycle and quota attainment

  
  


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  Identify bottlenecks impacting AE productivity and revenue

  
  


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  Improve forecasting, pipeline coverage and sales velocity

  
  


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  Build reporting and insights for Sales leadership

  
  

2. AM, GRR & NRR

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  Build operating metrics around churn, GRR, NRR and expansion

  
  


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  Identify churn drivers, at-risk ARR and expansion opportunities

  
  


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  Track AM productivity, retention and expansion performance

  
  


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  Partner with AM leadership to improve customer revenue outcomes

  
  

3. Revenue Instrumentation

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  Build a single source of truth across Sales + AM + Self-Serve

  
  


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  Define and standardize key revenue metrics

  
  


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  Build dashboards and automated reporting

  
  


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  Ensure data is captured correctly across the customer lifecycle

  
  

4. Self-Serve / PLG

Own instrumentation for our new self-serve acquisition channel:

Signup → Activation → PQL → Paid → Expansion → Retention

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  Define activation and PQL criteria

  
  


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  Identify conversion drop-offs

  
  


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  Build self-serve funnel and cohort reporting

  
  


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  Identify when customers should move from self-serve to Sales

  
  


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  Connect product behavior to revenue outcomes

  
  

5. Revenue Operating Rhythm

Establish the weekly/monthly cadence around:

New ARR | Pipeline | AE Productivity | GRR | NRR | Churn | Expansion | Self-Serve

Turn data into clear actions for Sales and AM leadership.

What We're Looking For

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  6–10 years in RevOps, GTM Ops, Sales Ops or Revenue Strategy

  
  


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  Strong B2B SaaS experience

  
  


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  Experience with North American / US SMB

  
  


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  Experience in a high-velocity sales environment

  
  


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  Strong understanding of ARR, GRR, NRR, churn and expansion

  
  


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  Strong analytical and problem-solving skills

  
  


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  Hands-on experience with CRM, dashboards and revenue reporting

  
  


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  Advanced Excel / Google Sheets; SQL / BI tools preferred

  
  


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  Experience with Self-Serve / PLG is a strong plus

  
  

What Success Looks Like

You will help us:

Increase Net New Revenue → Improve AE Productivity → Improve GRR & NRR → Drive Expansion → Build a Scalable Self-Serve Engine

We are looking for someone who doesn't just report the numbers, but can identify why the numbers are moving and what we should do about them.