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About the Role

Zip is seeking a Senior Director of EMEA Commercial Sales to lead and scale its Commercial business across Europe. This second-line leadership role involves managing frontline Commercial Sales Managers and their teams, building the necessary leadership structure, sales capacity, and go-to-market approach for regional expansion. The role requires staying close to the business, understanding pipeline, inspecting deals, and coaching managers, while owning end-to-end performance including revenue targets, pipeline, forecast, talent, and geographic expansion.

Responsibilities

Own EMEA Commercial performance, delivering quarterly and annual new-business revenue targets through frontline managers and Account Executives.
Build and develop exceptional frontline managers by coaching them on pipeline management, forecasting, deal inspection, rep development, and performance management.
Scale Commercial across Europe by determining coverage expansion into new countries and markets, and building the required teams and leadership.
Own pipeline development well before the quarter begins, establishing coverage requirements, identifying future gaps, and collaborating with Business Development, Marketing, Partnerships, and the AE organization.
Drive rigorous forecasting to build a predictable business, understanding what is real, at risk, and changed.
Stay close to deals by ensuring managers rigorously inspect opportunities and personally engaging in important customer conversations.
Build a high-performance organization by recruiting outstanding managers and sellers, raising the talent bar, developing top performers, and addressing underperformance.
Improve the Commercial sales motion by diagnosing and addressing constraints in pipeline, execution, territory design, productivity, process, or capability.
Operate cross-functionally by building strong partnerships with Business Development, Solution Consulting, Advisory, Marketing, Partnerships, GTM Operations, Customer, and Zip's Executive team.
Represent the Commercial business internally by providing clear reporting on performance, pipeline, forecast, market dynamics, competitive trends, and investment needs.
Build for future growth by creating the leadership bench, operating model, and market coverage for a significantly larger EMEA Commercial organization.

Requirements

Successfully led frontline sales managers, not only individual sellers.
Understand that the L2 role is not to run every deal, but to improve managers' team leadership while knowing when personal involvement can materially improve an outcome.
Rigorous about pipeline creation and quality, thinking several quarters ahead.
Run a predictable business with a strong track record of forecast accuracy and operational discipline.
Comfortable getting into the details, moving from regional strategy to deal inspection, territory analysis, rep pipeline review, or manager operating cadence.
Experience building or expanding sales teams across multiple European markets, understanding regional differences.
Track record of hiring and developing strong sales leaders and creating a bench of future leadership talent.
Equally comfortable with high expectations and hands-on coaching, providing clear, actionable feedback and addressing problems early.
Operate well in a fast-growth environment with evolving organization, product, market, and playbook.
Strong executive presence and ability to build credibility with senior customer stakeholders while keeping the Account Executive and frontline manager central to the relationship.
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.

Skills

Sales Leadership
Pipeline Management
Forecasting
Deal Inspection
Talent Development
Geographic Expansion Strategy
Cross-functional Collaboration
Executive Presence
B2B Technology Sales
SaaS Sales
Enterprise Sales
Value-Based Selling
Multi-stakeholder Sales Cycles

Location

London, UK

Work Type

Hybrid

Experience Level

Senior Director
Second-line leadership
7+ years B2B technology sales
2+ years managing frontline sales managers

Benefits

Start-up equity
Full health, vision & dental coverage
Commuter benefit
Team building events & happy hours
Flexible PTO
Apple equipment plus home office budget
Employer pension contribution

About the Company

Zip is the AI platform for enterprise procurement, designed for collaboration between humans and AI agents.
The platform orchestrates procurement across teams, tools, and suppliers 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 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.