Head of Revenue Operations and Enablement

About ZENTARA

ZENTARA is Indonesia's pioneering technology startup, revolutionizing Cybersecurity, Intelligence, and Defence through advanced AI and machine learning. Our four divisions—Cybersecurity, Intelligence, Defence, and Research Labs—collaborate to build secure, intelligent systems that protect critical infrastructure, empower data-driven decisions, and advance autonomous defence capabilities. From real-time threat detection to experimental AI research, we're shaping the future of security and intelligence in Asia-Pacific and beyond.

At Zentara, revenue operations isn't a back-office function — it's the operating system that makes our enterprise and government sales engine measurable, repeatable, and scalable.

The Role

As Head of Revenue Operations and Enablement, you will own the systems, data, and processes that drive Zentara's commercial performance. Reporting to the Chief of Business Development, you will design the CRM architecture, forecasting cadence, sales playbooks, compensation plans, and enablement programs that allow the sales organization to scale from 5 to 10+ people over the next 24 months.

This is a senior, hands-on role for a builder. You will not inherit a mature RevOps function — you will design and refine the existing system. You will work side by side with the Chief of Business Development, Solution Architect, and Head of Growth to translate sales strategy into operational reality.

If you are an operator who believes that clean data, clear forecasts, and well-designed compensation plans are the difference between hitting a target and missing it, this role is for you.

Key Responsibilities

1. CRM & Sales Tech Stack

• Own the CRM (HubSpot, Salesforce, or equivalent) end-to-end: data model, automation, integrations, hygiene rules.

• Configure and maintain the sales tech stack: prospecting tools, sales engagement, marketing automation, e-signature, conversation intelligence.

• Ensure clean account and contact data across all five GTM motions (B2B Partner Program, enterprise direct, government direct, government contractors / intelligence software, inbound marketing).

2. Forecasting & Pipeline Management

• Design and run the weekly forecast cadence with the Chief of Business Development and Head of Growth.

• Maintain the only source of truth for the pipeline by GTM motion, stage, and rep.

• Build dashboards and reports that surface pipeline health, conversion rates, and forecast accuracy.

• Drive forecast accuracy improvement quarter over quarter.

3. Sales Enablement

• Build and maintain the sales playbook: discovery questions, qualification frameworks (MEDDIC), objection handling, and competitive battle cards.

• Onboard new sales hires through structured ramp programs (30/60/90 plans, certification, shadowing).

• Coordinate ongoing training on Zentara's services, products, and target verticals (financial services, energy, government, telecom).

• Build a library of sales collateral, proposal templates, and case studies in partnership with Marketing and the Solution Architect.

4. Lead Routing & Territory Management

• Define lead routing rules between SDR (Inbound), SDR (Outbound), and AEs.

• Establish clear partner-sourced versus partner-influenced revenue definitions.

• Manage territory assignments and account ownership rules.

5. Reporting & Strategic Analysis

• Build the recurring revenue reporting package for the Chief of Business Development, CEO, and President: pipeline, bookings, ASP, win rates, sales cycle, source attribution.

• Surface insights from pipeline data: which motions are working, where deals stall, where coaching is needed.

• Support quarterly business reviews and annual planning.

6. Compensation & Quota Design (for future incentive structure)

• Design quota and commission structures for each GTM motion: Government AE, Enterprise AE, Partner Program Lead, Account Manager, SDRs.

• Account for the different deal cycles of public sector tenders, enterprise direct sales, and partner-sourced revenue.

Qualifications

Must-Haves

• 6+ years in sales operations, revenue operations, or sales strategy roles, with 2+ years in a leadership capacity.

• Proven track record building or scaling RevOps functions in B2B enterprise environments (preferably cybersecurity, SaaS, or enterprise technology).

• Deep expertise in CRM platforms (HubSpot, Salesforce, or equivalent) — administration, automation, and reporting.

• Strong analytical skills with the ability to translate raw data into actionable insights.

• Experience designing commission plans for complex sales motions (direct, channel, public sector).

• Excellent stakeholder management; able to work directly with C-level executives.

• Fluent in English and Bahasa Indonesia.

Preferred

• Experience in cybersecurity, defense, or regulated technology sales environments.

• Familiarity with Indonesian public sector procurement (LKPP, e-katalog) and enterprise procurement cycles in regulated sectors.

• Exposure to sales methodologies: MEDDIC, Challenger, SPIN, Sandler.

• Background in sales enablement: onboarding programs, certification, content production.

• Experience with conversation intelligence and revenue intelligence tools.
  

What You'll Get

• Senior leadership ownership of Zentara's revenue operating system.

• Competitive base salary + performance bonuses + THR + BPJS.

• Direct reporting line to the Chief of Business Development.

• Influence over sales strategy, hiring, and compensation across the commercial organization.

• The chance to build the RevOps function from the ground up in one of Indonesia's fastest-growing cybersecurity firms.

• A performance-first, execution-focused culture where clear measurement matters.