Head of Revenue Operations & Strategy

Job Title: Head of Revenue Operations & Strategy, Global Diagnostics
Business Unit: Global Diagnostics
Location: US Remote or Parsippany NJ
Reporting to: Head of Global Marketing, Zoetis Diagnostics
Managed Resources: Deal Desk Managers, Revenue Operations Specialists

Position Summary

The Head of Revenue Operations & Strategy, Global Diagnostics will be a strategic leader within the Global Diagnostics Marketing team, playing a pivotal role in enabling Zoetis Diagnostics' continued growth. This role will oversee the expansion of revenue operations across international markets while managing Corporate & Specialty and independent deals in the US. The leader will be responsible for driving operational efficiency, optimizing deal structures, and leading an enhanced Deal Desk function to support global sales teams.

In this role, the Head will guide pricing strategies, contract governance, and the development of scalable deal execution processes. The expanded scope includes additional leadership responsibilities, with direct oversight of Deal Desk Managers and Revenue Operations Specialists. This individual will serve as a key partner to sales, finance, and marketing teams, ensuring best-in-class deal execution and governance.

Key Responsibilities

• Global Expansion & Strategy: Drive the evolution of revenue operations, incorporating international markets into the Deal Desk strategy while optimizing US Corporate & Specialty deal structures.
• Team Leadership & Development: Lead and mentor a growing team, including direct oversight of Deal Desk Managers and Revenue Operations Specialists, fostering a culture of operational excellence and continuous improvement.
• Deal Desk Execution: Oversee daily quote approvals, non-standard pricing requests, and contract reviews, ensuring timely and effective deal processing.
• Process Optimization: Serve as the process owner of the quote-to-order workflow, driving improvements that maximize deal velocity and operational efficiency.
• Technology & Automation: Partner with IT and business systems teams to refine Configure/Price/Quote (CPQ) automation and integrate scalable revenue management solutions.
• Cross-Functional Collaboration: Work closely with Marketing, Sales, Finance, and Net Revenue Management to develop and execute revenue strategies that enhance deal quality and profitability.
• Financial & Compliance Governance: Ensure alignment with corporate policies, pricing strategies, and legal requirements across deal structures and contract negotiations.
• Performance Measurement: Establish and report on KPIs to track revenue operations' impact on overall business performance, presenting insights to senior leadership.
• Stakeholder Engagement: Conduct regular business reviews with key stakeholders, delivering strategic recommendations and insights into deal performance and optimization.

Key Skills and Qualifications

• Education: Bachelor's degree in Business, Finance, or related field; MBA preferred.
• Experience: 15+ years in Revenue Operations, Sales Operations, or Deal Desk Management, with at least 8 years in a leadership role.
• Global Business Acumen: Experience managing revenue operations across multiple international markets.
• Strategic Pricing & Contracting: Expertise in pricing strategy, contract negotiation, and net revenue management.
• Operational Excellence: Proven track record of process optimization and end-to-end (E2E) deal execution.
• Technology Proficiency: Familiarity with CPQ, CRM platforms, and digital sales enablement tools.
• Executive Influence & Leadership: Strong ability to engage, influence, and present to senior executives, driving cross-functional collaboration and decision-making.
• Analytical & Problem-Solving Skills: Data-driven mindset with the ability to translate insights into strategic business decisions.
• Change Management & Scalability: Ability to lead teams through transformation and scale revenue operations effectively in a growing organization.

Travel Requirement

Regular travel within the US and occasional international travel as required.

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to
be located in (Colorado). Base pay may vary based on location and other factors.

Base Pay Range: $ 160,000 - $230,000

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (California), (NJ Remote), (NY Remote), or (Washington). Base pay may vary based on location and
other factors.

Base Pay Range: $ 170,000 - $260,000

[This position is eligible for short-term incentive compensation.] [The position is also eligible for long-term incentive.]

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, and

retirement savings benefits along with paid holidays, vacation and disability insurance.

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.