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Zapier is seeking an Account Executive to own the full sales cycle for its AI Orchestration platform targeting mid-market companies (up to 1,000 employees). You'll drive prospecting, discovery, negotiation, and close for complex deals while building relationships across customer organizations from individual contributors to C-suite executives.
The mid-market motion at Zapier is early-stage, so you'll help architect the go-to-market strategy rather than execute a pre-built playbook. Most of your pipeline will come from your own prospecting efforts—cold outreach, warm signal conversion, and identifying deals early. You'll quarterback complex deals across Solutions Engineering, Customer Success, and Product, taking accountability for outcomes beyond your individual contribution.
You'll sell Zapier's automation and integration capabilities to multi-stakeholder, technical organizations. Success requires the ability to discuss IT concerns credibly (security, scalability, compliance, performance), frame ROI conversations, and build business cases grounded in customer pain points rather than product features.
Zapier is profitable, remote-first, and at an inflection point where automation and AI are reshaping business operations. The company has 7,000+ app integrations and is positioned as the leader in easy automation. You'll work with a small, fast-moving team building something from scratch, where your contributions are visible and impact is measurable.
Ideal candidates have 2–5 years of demonstrated success selling horizontal SaaS solutions to mid-market, multi-stakeholder organizations. You should have a track record of closing deals and exceeding quota. Critically, you must be actively using AI tools in your daily work—not occasionally, but as a core operating practice. You can articulate workflows you've built, how your approach has evolved through iteration, and the measurable impact on quality, efficiency, and experience.
You thrive in ambiguity, own outcomes proactively, navigate senior-level relationships quickly, and communicate effectively across technical and business stakeholders. The role is not for those seeking a defined territory, established SDR/BDR support, or a fully built enablement structure.
