Director, Revenue Operations

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen–fast.

The Director of Revenue Operations – Pipeline & Partnerships is a critical leadership role within ZoomInfo's Revenue Operations organization. This Director will own the operational strategy and the team driving execution behind ZoomInfo's pipeline generation engine, sitting at the intersection of SDR operations, pipeline creation, and partnerships. This role will work closely with SDR leadership, Go-to-Market Engineering, Revenue Enablement, Demand Generation, Partnerships, and Solutions Consulting, while reporting to the VP of Revenue Operations, to ensure operations are scalable, data-driven, and force-multipliers.

What You’ll Do:

Pipeline Operations

Own the demand generation and pipeline operations — driving pipeline coverage targets across New Business and Revenue & Growth, attribution accuracy, and GTM play execution across Marketing, PLG, and SDR routing

Design and manage lead and demo routing logic across all pipeline sources, ensuring the right leads reach the right reps at the right time with speed and precision

Own the operational infrastructure supporting ZoomInfo's Product-Led Growth (PLG) go-to-market motion — including PQL identification, scoring, routing optimization, and handoff workflows between product, marketing, and sales

Drive attribution accuracy across all pipeline sources, ensuring clean, reliable data that reflects true pipeline contribution by channel and motion

Partner with Go-to-Market Engineering, Demand Generation and Marketing Ops to align on pipeline coverage targets and ensure GTM plays are operationally executable and measurable

Identify gaps and inefficiencies across the pipeline creation process and lead cross-functional initiatives to resolve them — deploying automated workflows and intelligent tooling where applicable

Evaluate, implement, and optimize tools across the pipeline tech stack, including ZoomInfo, 1Mind, Outreach, and other systems ensuring they are configured to maximize pipeline output and data integrity

SDR Operations

Own the SDR operations — driving inbound and outbound performance, sequencing strategy, speed-to-lead, SLA adherence, rep productivity, agent productivity, and top-of-funnel conversion from first touch to qualified pipeline

Build and optimize lead prioritization frameworks that leverage intent data, engagement signals, and AI-powered scoring to ensure SDRs and agents are focused on the highest-converting opportunities

Design and continuously improve outbound and inbound pipeline workflows and follow-up sequences — leveraging automation to reduce manual overhead and improve conversion rates

Build and maintain dashboards and intelligence that provide real-time visibility into SDR productivity, unit economics, capacity and pipeline coverage and health, and conversion rates; use AI-assisted analysis to surface trends and anomalies proactively

Partner with SDR leadership to enforce SLA adherence and ensure consistent execution of sequencing strategy across the team

Partnerships & Solution Consulting Operations

Own the operations for all partner-led revenue motions — including co-sell execution, deal registration, partner pipeline visibility, solution consulting support, and DaaS program performance

Build and scale operational infrastructure across Channel, Co-Sell, Solution Consulting, and DaaS — with automated processes built into from the ground up

Define and maintain KPIs for partner-sourced and partner-influenced pipeline, ensuring accurate tracking and reporting with minimal manual intervention

Collaborate with the Partnership team to develop scalable, automation-first processes that support partner recruitment, activation, and performance management

Ensure CRM and partner systems are configured to accurately capture and report on partner activity and contribution, with intelligent routing and attribution logic in place

Strategy & Cross-Functional Leadership

Serve as a strategic thought partner to SDR, Go-to-Market Engineering, Demand Gen, and Partnerships leadership — translating business goals into operational plans built to scale through process and technology

Lead a team of RevOps managers across pipeline, SDR, and partnerships functions, fostering a culture of experimentation, automation, and continuous improvement

Drive alignment across teams to drive pipeline definitions, forecasting inputs, and goal-setting

Champion data integrity and process standardization across all pipeline-related systems and workflows

Proactively evaluate emerging AI and automation capabilities — including LLM-based tools such as Claude and Claude Code — and bring a clear point of view on where they can meaningfully improve pipeline operations

Core systems and tools you may be working with: Salesforce, ZoomInfo, 1Mind, Outreach, PartnerStack, Clari, Claude/Claude Code, and other AI and automation platforms

What You Bring:

9+ years of experience in Revenue Operations, Partnership Operations, Marketing Operations, or a related field, with at least 5 years in a leadership role

Proven experience supporting SDR organizations at scale — including sequencing strategy, speed-to-lead, SLA enforcement, and top-of-funnel conversion optimization

Deep understanding of pipeline operating models, including lead routing design, attribution, PLG motions, and GTM execution

Experience building or scaling partnerships/channel operations, including co-sell execution, deal registration, partner pipeline visibility, and solution consulting program support

Deep, hands-on expertise with ZoomInfo,1Mind, Outreach, and PartnerStack — with a strong understanding of how these tools connect across the pipeline and partner motion

A natural inclination toward automation and AI — you default to building scalable, intelligent solutions rather than manual processes, and have hands-on experience with tools like Claude, Claude Code, ChatGPT, or similar LLM platforms

Demonstrated ability to design and deploy automated workflows that drive pipeline efficiency and scale, whether through AI agents, no-code/low-code tools, or custom-built solutions

Deep expertise in Salesforce CRM, including data model, reporting, and workflow configuration

Strong analytical skills with the ability to translate complex data into clear, actionable insights for senior stakeholders

Must be self-motivated, have strong self-management skills, and demonstrate leadership qualities

Proven ability to work cross-functionally across Sales, Marketing, Finance, and Operations

Experience working in a high-growth B2B SaaS environment preferred

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Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.

In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

Below is the US base salary for this position. Additional compensation such as Bonus, Commission, Equity and other benefits may also apply.

$155,400—$244,200 USD

About us:

ZoomInfo (NASDAQ: GTM) is the Go-To-Market Intelligence Platform that empowers businesses to grow faster with AI-ready insights, trusted data, and advanced automation. Its solutions provide more than 35,000 companies worldwide with a complete view of their customers, making every seller their best seller.

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