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Zip is an AI-powered enterprise procurement platform that helps companies orchestrate procurement across teams, tools, and suppliers. The platform is trusted by major enterprises including T-Mobile, OpenAI, AMD, Mars, and Dollar Tree, and has processed over $500 billion in spend while helping customers save over $8 billion.
You will lead and develop a high-performing Account Executive and Account Management team responsible for deepening customer relationships, driving strategic expansion, and protecting retention at scale. This is a hands-on leadership role requiring comfort with both real-time deal coaching and data-driven pipeline diagnostics.
Key responsibilities include:
- Hiring, leading, and mentoring quota-carrying AEs and AMs to exceed revenue targets
- Owning forecasting and pipeline health; working directly in Salesforce and data tools rather than relying on reporting
- Coaching qualification discipline and diagnosing pipeline gaps versus execution gaps
- Driving multi-threaded deals and expansion across procurement, finance, and legal functions with executive sponsorship
- Participating directly in customer conversations, modeling discovery, and coaching deal strategy in real time
- Designing and optimizing processes, KPIs, and incentives to improve team efficiency and performance
- Acting as voice of the customer, advocating internally to align Zip's roadmap with customer needs
- Partnering cross-functionally with Sales, CS, Product, and Marketing on upsell and cross-sell motions
- Helping scale a core go-to-market function as Zip enters its next growth phase
Requirements:
- 2+ years of experience leading Account Management or Sales teams with proven success hitting revenue targets
- Track record managing high-volume customer portfolios with both velocity and quality
- Operational rigor: qualification frameworks, pipeline diagnostics, account-planning cadence, and hands-on data work
- Experience selling into procurement, finance, accounting, IT, or legal functions
- Background in fast-growth SaaS with comfort navigating ambiguity and moving quickly
- Genuine passion for developing early-career sellers
Nice to haves:
- Familiarity with Salesforce, Gong, Notion, Claude, and modern sales tools
