Director, Strategic Sales

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>

30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.

Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

Your Role

Zip is looking for a dynamic and driven Director of Strategic Enterprise Sales who excels in enterprise value-based selling motions and leadership. This role requires expertise in building and leading teams focused on delivering high-impact results through strategic, value-based cycles.

We are seeking a candidate who has demonstrated success in past sales Enterprise leadership roles, consistently achieving quotas, hiring and developing sales talent, and possessing a strong background in complex sales motions with large F500 organizations. Emphasizing strong customer relationships within the sales process is critical for this role, as you will collaborate closely with C-level executives and your team on the front lines. Active participation in client meetings, crafting deal progression strategies, and providing proactive coaching are essential responsibilities.

To succeed in this role, you must possess a proactive customer-first mindset, demonstrate a strong commitment to Zip’s customer dedication and values, and aspire to lead and mentor high-performing sales teams while achieving outstanding outcomes.

Opportunity for you to

Lead a team of direct Sales Executives to achieve aggressive new business and expansion sales targets in the region.

Evolve and execute a comprehensive sales strategy in collaboration with cross-functional resources to effectively penetrate the market, analyze competition, and consistently outperform.

Cultivate strong partnerships with Business Development, Solution Consulting, Advisory, Marketing, our Partner network, and the Zip Executive team.

Recruit, coach, and mentor team members to foster a culture of consistent performance and continuous improvement.

Accurately report and forecast pipeline and performance to the business.

Participate strategically in C-level meetings to gain insight into customer requirements and effectively map Zip’s solutions to high-impact business pain.

Achieve quarterly and annual sales targets, contributing significantly to overall revenue goals.

Deliver world-class client experiences to maintain and grow the client base through non-sales-related outreach.

To excel in this role

Proven history of consistent over-performance.

Demonstrated success in recruiting, coaching, and managing outstanding sales teams.

Strong bias to action to implement strategies to continue Zip’s trajectory as a generational organization.

Maintain a high standard for operational excellence across your team.

Adept at building enduring relationships with Sr. Level Executives.

Adaptable and effective in fast-paced and rapidly growing environments.

Identifies, coaches, and promotes top performers and is relentless in development by providing actionable feedback.

Strengthen partner relationships to build pipeline channels and territory development.

Qualifications

5-8+ years of relevant work experience with emphasis on revenue, sales, and sales leadership

Proven track record of scaling sales teams and attaining sales targets

Proven track record and experience in increasing sales efficiency and productivity across a dynamic team with rigorous business process optimization, sales incentives structure / KPI design, and performance tracking

Motivated self-starter who can establish a course of action for self and others and drive initiatives to completion

Experience operating in hyper-growth and fast scaling go-to-market environments

Based in the New York area

Nice to Haves

Experience selling to procurement, finance, IT, and legal

The OTE range for this role is $360,000 - $400,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

Perks and Benefits

At Zip, we’re committed to providing our employees with everything they need to do their best work.

Start-up equity

Full health, vision & dental coverage

Flexible PTO

Apple equipment plus home office budget

401k plan

We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. 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. We look forward to hearing from you!

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