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About the Role
Zip is seeking a Commercial Account Executive/Account Management Manager to lead and develop a team of quota-carrying AEs and AMs. This role focuses on deepening customer relationships, driving strategic expansion, and ensuring retention at scale within a fast-moving segment. The ideal candidate will be a hands-on leader, comfortable coaching in real-time and diagnosing pipeline issues.
Responsibilities
- Hire, lead, and mentor a high-performing Account Executive and Account Management team to exceed goals.
- Own forecasting and pipeline health for the segment, working directly in Salesforce and data tools.
- Coach qualification discipline and diagnose deal stalls to ensure the team addresses the correct problems.
- Drive multi-threaded deals and expansion across procurement, finance, and legal, supported by executive sponsorship and account planning.
- Participate in customer conversations, model strong discovery, and coach deal strategy in real time.
- Design and optimize processes, KPIs, and incentives to improve AE/AM efficiency and performance.
- Act as a voice of the customer, advocating internally to align Zip’s roadmap with customer needs.
- Partner cross-functionally with Sales, CS, Product, and Marketing to drive upsell and cross-sell motions.
- Help scale a core GTM function as Zip enters its next phase of growth.
Requirements
- 2+ years of experience leading Account Management or Sales teams with proven success hitting revenue targets.
- A track record of managing high-volume customer portfolios with both velocity and quality.
- Operational rigor including qualification frameworks, pipeline diagnostics, and account-planning cadence.
- Comfort working hands-on in the data.
- Experience selling into procurement, finance, accounting, IT, or legal.
- Experience in fast-growth SaaS, with comfort navigating ambiguity and moving quickly.
- A passion for developing early-career sellers.
Skills
- Salesforce
- Gong
- Notion
- Claude
- Modern sales tools
Location
- Remote
Work Type
- Full-time
Experience Level
- Manager
- Senior
Benefits
- Start-up equity
- Health, vision & dental coverage
- Commuter benefit
- Flexible PTO
- Apple equipment plus home office stipend
- 5% Employer Pension Contribution
About the Company
- Zip is the AI platform for enterprise procurement, designed for collaboration between humans and agents.
- The platform 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 helped save over $8 billion and process 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 has raised $371 million, achieving a $2.2 billion valuation, and has received recognition from Forbes Fintech 50, Fast Company, Inc., and LinkedIn.
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.