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About the Role
Zip's Commercial Account Management team owns retention and expansion for customers under 2,000 employees. This role leads a team of Account Managers, focusing on hiring, development, customer relationships, strategic expansion, and retention at scale. It's a hands-on leadership position requiring coaching, process improvement, and direct ownership of team performance.
Responsibilities
- Hire, lead, and mentor a high-performing Account Management team to exceed retention and expansion goals.
- Own forecasting and pipeline health for the segment, working directly in Salesforce and data tools.
- Coach qualification discipline and diagnose deal progression issues.
- Drive multi-threaded expansion across procurement, finance, and legal, supported by executive sponsorship and account planning.
- Participate in customer conversations, model discovery, and coach deal strategy.
- Design and optimize processes, KPIs, and incentives to improve AM efficiency and performance.
- Act as a voice of the customer, advocating internally for roadmap alignment.
- Partner cross-functionally with Sales, CS, Product, and Marketing to drive upsell and cross-sell motions.
- Help scale a core Go-To-Market function during Zip's growth phase.
Requirements
- 2+ years of experience leading Account Management or Sales teams with proven success hitting revenue targets.
- Track record of managing high-volume customer portfolios with both velocity and quality.
- Operational rigor including qualification frameworks, pipeline diagnostics, account-planning cadence, and hands-on data work.
- Experience selling into procurement, finance, accounting, IT, or legal.
- Experience in fast-growth SaaS, with comfort navigating ambiguity and moving quickly.
- Passion for developing early-career sellers.
Skills
- Salesforce
- Gong
- Notion
- Claude
Location
- Remote
Work Type
- Full-time
Experience Level
- Manager
Benefits
- Start-up equity
- Full health, vision & dental coverage
- Catered lunches & dinners
- Commuter benefit
- Team building events & happy hours
- Unlimited PTO
- Apple equipment plus home office budget
About the Company
- Zip is the AI platform for enterprise procurement, designed for collaboration between humans and AI agents.
- The platform helps companies secure resources, enabling faster innovation by orchestrating procurement across teams, tools, and suppliers.
- Trusted by enterprises like T-Mobile, OpenAI, AMD, Mars, and Dollar Tree, Zip has facilitated over $8 billion in savings and processed over $500 billion in spend.
- Zip's team comprises product leaders from Apple, Airbnb, and Meta, and former procurement leaders from major organizations.
- The company is backed by investors including Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator.
- Zip has raised $371 million, achieving a $2.2 billion valuation.
- Recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.
Equal Opportunity
- We encourage all candidates to apply even if your experience doesn't exactly match up to our job description.
- We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong.