Senior Manager, Revenue Operations

Job Description

Zendesk is seeking a Revenue Operations Senior Manager with extensive experience supporting gotomarket over quote to cash within the Enterprise SoftwareSaaS B2B industry. In this role, you will act as the central point of contact for dealrelated matters in the LATAM region—with a key focus on managing our Brazil RevOps team, aligning to the company strategy and collaborating with the LATAM Sales Team and GoToMarket partners. Fluency in Portuguese is required, and proficiency in Spanish is a strong plus.

Responsibilities:

• Act as the primary point of contact for the LATAM region on all dealrelated matters, advising on optimized contract options, deal structures and value positioning to achieve the best contract possible for the customer and Zendesk.

• Hold regular sessions with inregion Sales Management to proactively identify, assess, and prioritize complex and strategic deals in the pipeline and help ensure accuracy of bookings forecast.

• Represent RevOps in Weekly Regional Sales Forecast calls and Regional Leadership Quarterly Business Reviews.

• Draft and review special requests for nonstandard business terms to ensure reasonableness and compliance with Zendesk’s deal policies, best practices, and local Brazil requirements—including tax obligations and revenue recognition standards.

• Ensure RevOps is engaging early in deal cycles with the Sales & Renewals Teams to accelerate deal velocity.

• Ensure all deals adhere to Zendesk’s approval framework, corporate goals & policies.

• Collaborate with crossfunctional teams—including finance, legal, tax–to identify acceptable contract options to facilitate deal closure.

• Develop and drive initiatives to improve productivity, company operational policies, and process improvementautomation, partnering with Business Operations and IT

• Build and maintain strong relationships and communication with crossfunctional stakeholders

• Participate in customer facing communications and negotiations as needed

• Requirements:

  • Minimum of 7 years of demonstrated success in a Revenue Ops role within the Enterprise SoftwareSaaS B2B industry.

  • Experience with Salesforce CPQ or a similar CPQ tool is required, Zuora, ERP and GSuite experience a plus

  • Experience working closely with Sales & Renewals reps and Sales Leaders, understanding of quota related pressures

  • Strong capability to lead and help the team prioritize during peak periods of volume and deadlines. Schedule flexibility during the End of Month and End of Quarter to support the full close of the cycle

  • Experience with usage based and AI pricing models is highly preferred

  • Demonstrated comfort operating in ambiguous environments while creating scalable processes—particularly when navigating Brazil’s diverse regulatory and tax landscape.

  • Fluent Portuguese language skills are essential; fluent Spanish is considered a significant plus.

  • Strong business acumen, analytical and problemsolving skills, with the ability to partner with GTM teams and other crossfunctional departments

  • Highly organized, customerfocused, with meticulous attention to detail

  • Excellent communication skills & experience in building relationships and collaborating with crossfunctional and remote teams

  • Thorough understanding of revenue recognition rules, the risks associated with deal terms and structures, and compliance with local Brazilian standards.

  • Proven experience in presenting recommendations to Sales and Finance leadership

  • Experience drafting nonstandard Commercial Terms for unique customer requests

  • Understanding of international business dynamics, regulatory environments, and the unique challenges associated with managing diverse market demands

  • Ability to travel 10%, with a minimum of quarterly commitments to Regional QBRs

  • Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific inoffice schedule is to be determined by the hiring manager.

    The intelligent heart of customer experience

    Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

    Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

    Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AAEEOVeteransDisabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

    Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any preemployment testing, or otherwise participate in the employee selection process, please send an email to peopleandplaces@zendesk.com with your specific accommodation request.