Work at a Portfolio Company

Director, Enterprise Sales - East



Sales & Business Development
United States · Remote
Posted on Saturday, June 29, 2024

Zip is tackling the $50B+TAM space to transform the way businesses manage spend. Our co-founders started Zip (YC S2020) because they saw the challenges companies had using outdated 20 year old software to manage hundreds of millions of dollars in spend every year. We invented the world’s leading Intake-to-Procure solution to bring a consumer grade user experience to B2B purchasing. And, we’re just getting started.

We're a fast growing team that helped scale category-defining companies like Airbnb, Facebook, Salesforce, Apple, Quora, Pinterest, and Square. With $180 million in funding from YC Continuity (Y Combinator), CRV and Tiger Global, we're valued at $1.5 billion in just 3 years. In today's economic climate, the value we offer our customers is more critical than ever and our business is accelerating. We're growing quickly and need your help!

Your Role

Zip is looking for a dynamic and driven Director of 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 on a comprehensive sales strategy in collaboration with cross-functional resources to effectively penetrate the market, analyze competition and consistently over perform.
  • 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 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.


  • 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

Nice to Haves

  • Experience selling to procurement, finance, IT, legal

The salary 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
  • 🍽️ Catered lunches & dinners for SF employees
  • 🚍 Commuter benefit
  • 🚠 Team building events & happy hours
  • 🌴 Unlimited PTO
  • 💻 Apple equipment plus home office budget
  • 💸 401k plan

We're looking to hire Zippers 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!