Senior Manager, Commercial Sales

Job description

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. YOUR ROLE Zip is looking for a dynamic and driven Director of EMEA Commercial 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 medium-large 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. This represents not only an exciting initial role but a long-term opportunity to rapidly grow your career as there will be numerous leadership opportunities for those who wish to pursue them. Opportunity for you to: - Grow our landing team into a scaling team that can dominate the region - 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: - Experience building a regional team that can expand into new geographies and industries in EMEA - 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 - 2-4+ 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 - Able to commute to a central London office and work in-person 3 days a week NICE TO HAVES - Experience selling to procurement, finance, IT, legal PERKS & BENEFITS At Zip, we’re committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 Health, vision & dental coverage - 🌴 Flexible PTO - 💻 Apple equipment plus home office budget 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!