Commercial Account Manager
Job description
About the role
You are a trusted advisor, product consultant, and a closer who drives immense ROI through efficient value-based renewals and upsells for enterprise customers. You partner closely with the Customer Success team to monitor health scorecards, identify evolving customer needs, and demonstrate outstanding account management skills that guide deal closure. You act as a product evangelist, ensuring Zip is positioned to solve today's pain points while articulating the vision of our future product roadmap. You are a builder who shapes team culture in this early-stage startup, bringing best practices and proactive collaboration to every initiative. You negotiate all facets of renewal contracts, crafting win/win strategies that maximize contract value while strengthening customer relationships and realized value. You engage the broader Zip team to provide regular and accurate updates on renewal status to management and escalate strategically when needed. You manage current customers on multi-year contracts, ensuring they achieve continuous value realization and growth over time.
Key facts
What you'll do
Leverage cutting-edge sales intelligence and engagement solutions to prospect, manage complex deal cycles, and win new procurement and finance customers.
Become a product expert by mastering the Zip platform, ensuring you are fully demo-ready to communicate value to every stakeholder.
Become a procurement expert by deeply understanding the procurement market and how Zip delivers transformative solutions for enterprise spend.
Partner with Customer Success to monitor health scorecards, surface customer needs, and align on strategies that drive retention and expansion.
Demonstrate exceptional account management capabilities that guide customers from identification through closure and long-term adoption.
Negotiate all aspects of renewal contracts to develop win/win strategies that increase contract value while preserving strong customer relationships.
Use consultative selling techniques to uncover pain points, articulate ROI, and position Zip as the ideal solution for enterprise procurement challenges.
Engage cross-functional teams to provide accurate and timely updates on renewal status, escalating issues to management when necessary.
Adapt swiftly within an early-stage hyper-growth environment, helping to shape sales processes as the organization scales rapidly.
Manage current customers on multi-year contracts, overseeing their journey to ensure continuous value realization and satisfaction.
Employ proactive communication and organizational skills to balance multiple deals, priorities, and stakeholder expectations.
Champion Zip as both a product evangelist and a builder, contributing to culture, best practices, and long-term strategic thinking.
Utilize CRM tools such as Salesforce, Clari, Zoominfo, LinkedIn SalesNav, and Outreach to track activities, forecast accurately, and maintain pipeline hygiene.
Go the extra mile to ensure the success of customers, the company, the team, and your own career growth over time.
Requirements
Bring 2+ years of technology SaaS experience to this role, with a proven ability to learn complex platforms quickly.
Apply experience selling to procurement, finance, and legal teams within enterprise environments.
Show a track record of driving customer retention and adoption of SaaS products for large, strategic accounts.
Demonstrate strong customer management skills, including sales, account management, and customer service capabilities.
Operate as a self-driven professional who thrives without direct supervision and consistently delivers your best work every day.
Describe yourself as organized, efficient with your time, and an excellent communicator in both written and verbal interactions.
Utilize tools like Salesforce, Clari, Zoominfo, LinkedIn SalesNav, and Outreach with confidence to manage pipelines and reporting.
Commit fully to ensuring our customers, company, team, and your own success through proactive problem-solving and ownership.
Nice to have
Preferred experience working with procurement leaders and stakeholders who are actively seeking innovative solutions.
Familiarity with AI applications in procurement and enterprise software decision-making processes.
Background collaborating with cross-functional teams such as product, engineering, and customer success in a growth-stage setting.
Practical notes
This is a full-time position based in San Francisco.
Applicants must be eligible to work in the United States without sponsorship for this role at this time.
No specific hours or travel requirements are outlined in the current description.
The listed compensation range is $170,000 - $200,000 OTE, subject to factors such as experience, location, skills, and relevant qualifications.