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Zip is an AI-powered enterprise procurement platform trusted by leading companies including T-Mobile, OpenAI, AMD, Mars, and Dollar Tree. The platform orchestrates procurement across teams, tools, and suppliers using AI agents, enabling enterprises to innovate faster. Zip has processed over $500 billion in spend and helped customers save over $8 billion. The company is backed by top-tier investors including Tiger Global, Y Combinator, and others, with a recent valuation of $2.2 billion.
You will serve as Senior Director of EMEA Commercial Sales, leading the Commercial business across Europe. This is a second-line leadership role where you will initially manage two frontline Commercial Sales Managers and their growing teams of Account Executives. As Zip expands across Europe, you will build the leadership structure, sales capacity, and go-to-market approach needed to scale the Commercial segment into a predictable growth engine.
Key responsibilities include: owning EMEA Commercial performance and delivering quarterly and annual new-business revenue targets; building and developing exceptional frontline managers through coaching on pipeline management, forecasting, deal inspection, and performance management; scaling Commercial across Europe by determining coverage expansion and building local teams; establishing rigorous pipeline management and forecasting practices; staying close to deals and personally engaging in important customer conversations; building a high-performance organization through recruitment and talent development; improving the Commercial sales motion by diagnosing and addressing performance constraints; operating cross-functionally with Business Development, Solution Consulting, Marketing, and executive teams; and providing clear reporting on performance, pipeline, forecast, and market dynamics.
You will balance strategic leadership with hands-on involvement. While your leverage comes through your managers, you will stay close to the business, understanding the pipeline, inspecting deals, and helping your managers improve their teams. You will build the leadership bench and operating model to support a significantly larger EMEA Commercial organization over the coming years.
The role requires working from Zip's central London office three days per week.
QUALIFICATIONS:
- 7+ years of B2B technology sales experience, including meaningful sales leadership experience
- 2+ years managing frontline sales managers or equivalent second-line leadership responsibility
- Proven track record of consistently achieving or exceeding revenue targets through teams
- Demonstrated experience scaling sales organizations across territories, countries, or customer segments
- Strong experience with pipeline management, forecasting, sales process, territory design, productivity metrics, and performance management
- Experience hiring and developing both sales managers and Account Executives
- Experience operating in a high-growth SaaS or enterprise technology company
- Experience selling through value-based, multi-stakeholder sales cycles
- Based in the UK and able to work from Zip's central London office three days per week
NICE TO HAVES:
- Experience building sales teams outside the UK and entering new European markets
- Experience leading a high-velocity Commercial or mid-market SaaS organization
- Experience selling to Procurement, Finance, IT, Legal, or other cross-functional enterprise buyers
- Experience at a company scaling from an early EMEA presence into a substantial pan-European business
