Commercial
Head of Revenue Operations & Enablement
Design the operating system underneath our commercial engine — CRM, forecasting, playbooks, compensation. You will not inherit a mature RevOps function; you will build it.
The role
At Zentara, revenue operations is not a back-office function — it is the operating system that makes our enterprise and government sales engine measurable, repeatable and scalable.
You will own the systems, data and processes that drive commercial performance. Reporting to the Chief of Business Development, you will design the CRM architecture, forecasting cadence, sales playbooks, compensation plans and enablement programmes that let the sales organisation scale over the next 24 months.
This is a senior, hands-on role for a builder. If you believe clean data, clear forecasts and well-designed compensation are the difference between hitting a target and missing it, this is for you.
What you will do
- Own the CRM end to end — data model, automation, integrations, hygiene rules
- Configure and maintain the sales tech stack: prospecting, engagement, marketing automation, e-signature, conversation intelligence
- Keep account and contact data clean across all five go-to-market motions
- Design and run the weekly forecast cadence, and hold the single source of truth on pipeline
- Build dashboards surfacing pipeline health, conversion rates and forecast accuracy
- Build and maintain the sales playbook: discovery, qualification frameworks, objection handling, competitive battlecards
- Onboard new sales hires through structured ramp programmes
- Define lead routing between inbound SDR, outbound SDR and AEs, and manage territory assignment
- Build the recurring revenue reporting package for the Chief of Business Development, CEO and President
- Design quota and commission structures for each go-to-market motion
What you bring
- 6+ years in sales operations, revenue operations or sales strategy, with 2+ in a leadership capacity
- Track record building or scaling RevOps in B2B enterprise environments
- Deep expertise in CRM platforms — administration, automation and reporting
- Strong analytical skills, translating raw data into actionable insight
- Experience designing commission plans for complex motions across direct, channel and public sector
- Excellent stakeholder management, working directly with C-level executives
- Fluent English and Bahasa Indonesia
Preferred
- Experience in cybersecurity, defence or regulated technology sales environments
- Familiarity with Indonesian public sector procurement and enterprise cycles in regulated sectors
- Exposure to sales methodologies such as MEDDIC, Challenger, SPIN or Sandler
- Background in sales enablement — onboarding, certification, content production
What we offer
- Senior leadership ownership of Zentara's revenue operating system
- Competitive base, performance bonuses, THR and BPJS
- Direct reporting line to the Chief of Business Development
- Influence over sales strategy, hiring and compensation across the commercial organisation
Exceptional, and know it?
We would rather have one exceptional person at top pay than two average ones. Make the case.