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About the Role

Zip is seeking a VP of NAMER Commercial Sales to lead and scale the Commercial business across North America. This second-line leadership role involves owning the performance of a 30-40 person AE organization through first-line sales managers and architecting the team's growth, performance, and success.

Responsibilities

• Own NAMER Commercial new business revenue targets, driving consistent quarter-over-quarter performance through a team of first-line sales managers across 5 teams of 6 to 8 AEs.
• Engage directly in deals over $100K as an executive presence, helping managers navigate complex negotiations, procurement cycles, and multi-stakeholder buying processes.
• Hire, develop, and performance-manage first-line sales managers, building a culture of accountability, coaching, and continuous improvement.
• Develop clear career paths for BDRs moving into AE roles and AEs growing into Enterprise AE roles, investing in the talent pipeline from within.
• Drive rigorous forecast discipline and pipeline hygiene across the Commercial org, delivering accurate and credible business reporting to GTM leadership.
• Partner cross-functionally with Marketing, BDR, Channel, Solution Engineering, Product, and GTM Operations to build and accelerate pipeline and remove friction from the sales motion.
• Put in place the core programs and operating rhythms that consistently uplevel team performance, including pipeline generation cadences, enablement programs, and a repeatable sales process.

Requirements

• 4+ years of second-line sales leadership experience with a proven track record of delivering consistent revenue performance across a large commercial or enterprise sales organization in SaaS.
• Demonstrated success leading managers who run high-velocity, complex deal cycles involving multi-threaded, multi-product platform sales with deal sizes above $200K.
• A closer's mentality, comfortable engaging directly in high-stakes deals, negotiations, and executive conversations even at the second line.
• Strong command of enterprise and commercial sales motions, including value-based selling, multi-threaded executive engagement, and complex procurement cycles with finance, IT, and procurement buyers.
• Exceptional detail orientation, knows the product deeply, manages deal specifics with precision, and holds the team to a high standard of process discipline.
• Proven ability to recruit top-tier sales talent, develop managers, and build career paths that retain and grow high performers.
• Operates with high forecast discipline and a rigorous approach to pipeline management, territory planning, and performance accountability.
• Experience selling into procurement, finance, or legal functions.
• Familiarity with the enterprise procurement or spend management landscape.
• Experience building or scaling a BDR-to-AE development program.

Skills

• Sales leadership
• Commercial sales
• Enterprise sales
• Negotiation
• Value-based selling
• Multi-threaded executive engagement
• Complex procurement cycles
• Pipeline management
• Forecast discipline
• Talent recruitment and development
• Process discipline

Location

• North America

Work Type

• Full-time

Experience Level

• Second-line sales leadership

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 agents. It orchestrates procurement across teams, tools, and suppliers using AI agents to help companies innovate faster.
• 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.
• The Zip team comprises product leaders from Apple, Airbnb, and Meta, alongside former procurement leaders from major organizations.
• Zip has raised $371 million, achieving a $2.2 billion valuation, and has received recognition from Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.

Equal Opportunity

• 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.