• Work directly on the company’s main analyses and strategic initiatives, focusing on developing solutions, continuous improvement, and operational efficiency. • Ensure the operation runs with quality, predictability, and continuous evolution. • Design and structure the new inbound operation for HR and gain a deep understanding of the business levers. • Interface with revenue teams and their managers, supporting the setup of routines, analyses, and action plans. • Influence outcomes through efficiency, predictability, and continuous improvement.

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. The Role We are seeking a Director of GTM Revenue Strategy and Operations to join our GTM Operations team in a hybrid role based in Boston, reporting to the VP of GTM Revenue Strategy and Operations. Zscaler is seeking an experienced Director to lead the end-to-end renewals motion for our high-volume, high-velocity customer segment. This is a fast-growing book of business with rapidly increasing transaction volume. You’ll lead a team of renewal professionals globally, who drive the rhythm, run the plays, interlock with channel partners, and ultimately close the renewal deals. This is a high-impact leadership role where commercial orientation meets execution at scale. You’ll manage structured outreach well in advance of renewal, progressing each opportunity through to deal close. Along the way, you’ll support the team handling pricing negotiations, contract modifications, channel partner engagement, and the occasional save conversations — all while keeping your pipeline tight and your forecasts accurate. What you’ll do (Role Expectations) - Own the end-to-end renewal lifecycle for the high-volume segment, ensuring the team delivers consistent on-time renewal execution across a large and growing book of business - Drive forecast accuracy and pipeline discipline across the team; CRM data is current, stage progression is rigorous and clear notes are accounted for on each opportunity - Partner with Channel team to define & scale partner-led, and partner-assisted renewal motion, ensuring the operating model creates leverage without sacrificing on-time renewal or customer experience - Surface frontline renewal intelligence such as churn themes and partner perspectives. Feed intel back to CS, Product, and GTM leadership to inform retention strategy, enablement and roadmap priorities - Lead, develop, and scale a global team of renewal professionals, establishing clear ownership, performance expectations, and a culture of accountability Who You Are (Success Profile) - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution. - You are driven by innovation. You have a deep curiosity for how things work and are energized by solving complex technical challenges. You believe in the power of technology to accelerate transformation and are always looking for a better, more secure, and scalable way. - You champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction. - You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions. You value evidence over assumptions, replacing "I think" with "I know" to drive better outcomes. - You lead with integrity. You do the right thing, even when it’s hard. You hold yourself and others to a high standard of accountability and build trust by matching your words with consistent, transparent action. What We’re Looking for (Minimum Qualifications) - 10+ years of progressive experience in GTM operations, renewals, customer success, or sales operations, with at least 5 years in high-growth Enterprise SaaS, or subscription-based technology companies - Direct experience leading renewal or retention teams at scale, understanding how to maintain execution quality as transaction volume grows. Proven track record of building and operationalizing renewal playbooks, outreach cadences, and pipeline management frameworks from the ground up — not just inheriting them - Strong commercial instinct and negotiation acumen, coach a team through difficult renewal conversations - Experience partnering with Channel organizations on renewal execution. You understand partner-led vs. partner-assisted dynamics and can navigate shared-ownership motions - Analytical horsepower paired with commercial judgment, comfortable diagnosing trends, and translating findings into clear actions for renewals team and cross-functional partners. Excellent written and verbal communication skills, ability to present to VP and SVP level stakeholders with clarity and confidence What Will Make You Stand Out (Preferred Qualifications) - MBA preferred #LI-EV1 #LI-Hybrid Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $168,000—$240,000 USD At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

• Maintain accurate, up-to-date deal records throughout the pipeline. • Ensure required deal fields are completed correctly and consistently. • Proactively identify missing, duplicate, or inaccurate CRM data and execute cleanup. • Monitor pipeline health and flag inconsistencies or urgent data issues to GTM leadership. • Support troubleshooting of HubSpot issues for GTM team members (permissions, workflows, automations, etc). • Assist in creating and maintaining dashboards, reports, and lists for GTM stakeholders. • Understand and manage how data flows between HubSpot and integrated tools (e.g., enrichment tools, billing systems, product data). • Troubleshoot issues across workflows, integrations, and automations, not just within the UI. • Build and maintain HubSpot workflows with clear logic, dependencies, and error handling. • Partner with RevOps on system architecture decisions and data model improvements. • Identify opportunities to automate manual processes and implement scalable solutions. • Save signed contracts promptly to the designated company drive and ensure records follow naming/filing conventions. • Ensure all contract details are accurately reflected in HubSpot and relevant systems. • Coordinate with Sales and Business Operations to ensure all required documentation is complete and organized. • Assist in documenting processes, SOPs, and updates to GTM and RevOps workflows. • Support RevOps in system implementations, process adjustments, or automation improvements. • Collaborate in QA/testing of CRM changes, new workflows, or integrations. • Help streamline team processes to increase efficiency and reduce manual work.

Role Description This role is responsible for building and enforcing the revenue operating system across Stonegrove’s Partners, with a primary focus on data integrity, CRM ownership, and field execution. This is not a traditional RevOps role. This leader will be hands-on in cleaning and standardizing data, enforcing CRM usage, and working directly with field teams to ensure consistent execution across the revenue cycle. Success in this role requires the ability to hold teams accountable, drive adoption of systems and processes, and ensure accurate, reliable data across the platform. Key Responsibilities - Own and administer AccuLynx CRM as the system of record across Partners - Audit, clean, and enforce data standards across sales, marketing, and collections data - Identify breakdowns and leakage across the revenue cycle (sell, produce, collect) - Build and maintain dashboards and reporting to track pipeline health and performance - Conduct regular field audits to ensure teams are using systems and processes correctly - Partner with Regional Vice Presidents, GMs, and sales leaders to drive adoption and accountability - Own key revenue tools including AccuLynx, Paystand, and others - Support rollout of new sales methodologies and production workflows What This Role Is Not - Not a purely strategic or back-office RevOps role - Not a low-touch analytics or reporting position - Not a role where success is defined by building dashboards alone Qualifications - Experience owning and administering CRM systems (AccuLynx strongly preferred) - Background in home services or field-based sales environments - Proven experience enforcing data standards and improving data quality - Strong understanding of full revenue cycle (sales through production and collections) - Experience identifying and resolving data leakage or process breakdowns - High emotional intelligence with ability to influence and hold teams accountable - Comfortable operating in the field and driving behavior change - Strong attention to detail and structured problem-solving approach Preferred Experience - Experience in roofing, home services, or other field-based sales environments - Experience designing systems and processes across multiple sales motions - Background working with owner-led or partner-based businesses - Experience owning or implementing CRM and revenue systems Benefits - Comprehensive benefits package including medical, dental, and vision coverage - 401(k) retirement plan with company support - Unlimited Paid Time Off (PTO) and paid holidays - Growth-oriented organization with strong career advancement opportunities - Collaborative leadership culture with direct exposure to executive leadership - Opportunity to make a meaningful impact across a growing platform Why This Role Matters Stonegrove’s ability to scale depends on a consistent and high-performing revenue engine across every partner company. This role ensures that revenue systems, processes, and execution are aligned, adopted, and driving measurable outcomes across the platform. Flexible work from home options available.