Thousands of sellers. Billions in revenue. One unified sales cadence. That’s how Zoom runs revenue with clarity and confidence.
We sat down with Kathy Doolaege, Head of Global Sales Operations and Enablement at Zoom, to learn how her team keeps every seller, manager, and executive aligned — week after week, quarter after quarter.
The conversation covered everything from how Zoom runs its revenue cadence to the importance of “fast starts” and the systems they use to drive accountability at scale.
Video: Kathy Doolaege, Head of Global Sales Operations and Enablement at Zoom
Here are the key takeaways every revenue team needs to know:
Q: As Head of Global Sales Operations and Enablement at Zoom, what are your biggest priorities?
Kathy Doolaege: Our big focus is to make sure that we really improve seller confidence, drive sales productivity, and increase our growth potential.
Every day, we ask ourselves: How do we make it easier for sellers? How do we make sure there’s a lot more clarity and predictability in how we run the business?
Q: What does Zoom’s revenue cadence look like in practice?
Kathy Doolaege: For sellers, sales managers, their managers — all the way up to our CFO — we have a weekly cadence where we really run the rigor of opportunity, pipeline, and forecast management.
We do that every week, every month, and every quarter so that it’s seamless all the way up. Everyone has transparency, which drives full accountability. It enables everyone to be clear on joint goals. Everyone cares about the sales targets.
If you do not have a sales cadence and an opportunity pipeline forecast management cadence at your company, you’re missing and you’re not hitting the mark.
Q: Why are “fast starts” so important for revenue teams?
Kathy Doolaege: Setting revenue objectives is critical in everything that we do. When we set up a new year, we have a concept around “day one readiness.” The faster we get our sellers and all of the supporting actors understanding what the revenue objectives are on day one, the better.
For sellers, the focus is simple: What is their sales quota? What is their territory? Where do they operate?
When they know their goal and when they know what they need to use to accomplish their goal, that’s when they can actually be set up for success and they get a fast start. We want fast starts all day long.
Q: How does Clari help drive Zoom’s revenue execution?
Kathy Doolaege: We get to do it all within leveraging tools like Clari. Clari provides a really easy interface that sits in front of all of the opportunity details and sales scores.
The ease of how sellers can manage deals alongside their managers makes the difference. No pun intended, but it helps them keep a pulse on how we're holding them accountable and driving the business forward.
So, make sure Clari is embedded in all of your sales practices — how you inspect, how you empower, how you drive. That’s when you’ll be able to unleash the power of Clari.
Keep Your Pipeline Moving — Every Week, Every Quarter
Predictable revenue doesn’t happen by chance, it happens by design. Zoom’s revenue team has built a system that keeps sellers focused, managers aligned, and leadership confident in every number they report.
With Clari, you can bring the same level of clarity, accountability, and execution to your revenue process. Get real-time visibility, streamline forecasting, and empower your team to drive predictable growth.