Department: Sales

Location: London

Description

The role
Zencargo is a digital freight forwarder. Revenue Operations owns the systems, data and process the commercial organisation runs on, across marketing, sales, solutions, customer success and finance.

This is the person who owns that machine day to day. You will report directly to the Chief Revenue Officer, with no layer in between, which means unusual access and real ownership from week one.

What you will own

Salesforce. You are the owner, not a user. Data model, objects and fields, flows and validation, reports and dashboards, permissions and provisioning
The numbers. Forecasting rhythm and pipeline reporting across new business, expansion, contraction and churn
Lead flow and attribution. From first touch through to closed won
The commercial tech stack. Cost, renewals, seat allocation and the case for what stays and what goes
Data quality. The standards, the enforcement at point of entry and the single source of truth the commercial team trusts
Process and documentation. Runbooks, ownership and continuity for every commercial system, so nothing lives in one person's head

How we work
We expect AI and automation to be part of how you do the job, not a project you get to later.

Recurring work gets automated, with an explicit answer to the question “when does a human stop doing this?”
Reporting populates itself rather than being rebuilt by hand each cycle
Data quality is enforced at the point of entry, not cleaned up afterwards
Your judgement goes into the models and the exceptions, not the manual assembly

What the first six months look like
You inherit a documented function rather than archaeology. Every system has a runbook, a named owner and a continuity decision attached to it. You will not spend six months working out what exists.

Your first job is to take ownership of Salesforce and the reporting rhythm, then work through the tech stack with the CRO deciding what to keep, what to retire and what to rebuild.

If you have put AI into a working commercial process rather than only used it to draft, say so.

What we are looking for

Extensive experience in Revenue Operations, Sales Operations or Marketing Operations
Deep Salesforce capability. You can design the data model and build the automation, not just administer what exists
You have owned forecasting or pipeline reporting that other people made decisions on
Comfortable being the single point of ownership. Direct, organised, and willing to say no to reactive requests
You automate your own work as a matter of habit

Nice to have

Tooling. n8n, Make or equivalent workflow automation. Claude or equivalent AI tooling. Mailchimp or equivalent marketing automation. Apollo.io or equivalent sales intelligence. Google Workspace, including Apps Script
Commissions. Experience running or building commission calculation
Sector. Freight, logistics or supply chain
Stage. A scaling business where the process did not exist yet

Zencargo

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Revenue Operations Manager