Commercial Account Executive

About the role

The is entrusted with guiding enterprise procurement teams and AI agents to accelerate innovation through the Zip platform. In this capacity, you function as a trusted advisor and product expert within an early-stage, hyper-growth sales environment where speed and adaptability are paramount. The role requires you to own the end-to-end sales cycle for strategic customers, translating complex procurement challenges into clear value propositions delivered by the Zip platform. You are responsible for building deep relationships with key stakeholders across procurement, finance, IT, and legal, ensuring that Zip becomes integral to their operational fabric. Success in this position means consistently exceeding sales quotas by identifying, qualifying, and closing high-value deals in a competitive market. You will also play a pivotal role in shaping the sales methodology and best practices that define the culture of a rapidly scaling sales team. Ultimately, this position demands a proactive builder who not only sells a product but also champions the future of AI-driven procurement through demonstrable results and thought leadership.

Key facts

What you'll do

Master the Zip procurement platform so you are fully demo-ready for enterprise stakeholders at any time.

Adapt sales processes and strategies as an early-stage team member helping to shape fast-growth procedures and methodologies.

Apply Zip solutions to address current procurement pain points while keeping an eye on future product direction and roadmap evolution.

Build and influence team culture as a builder by contributing best practices within a startup environment that values initiative and ownership.

Prospect using BDR leads and marketing opportunities, while networking strategically to overcome blockers and expand influence.

Serve as a product evangelist by demonstrating Zip capabilities to procurement, finance, IT, and legal stakeholders with clarity and impact.

Conduct discovery calls that uncover latent needs and translate them into compelling business cases for Zip adoption.

Deliver tailored product presentations that highlight ROI, risk mitigation, and strategic alignment with enterprise objectives.

Manage the full sales cycle from initial contact through negotiation, ensuring smooth transitions to customer success post-sale.

Utilize sales intelligence tools to identify target accounts, track engagement metrics, and forecast pipeline outcomes accurately.

Collaborate closely with marketing to refine messaging and ensure positioning resonates with the right buyer personas in the procurement space.

Maintain meticulous records in Salesforce and Clari to ensure visibility into deal stages and informed forecasting.

Leverage data from Zoominfo and LinkedIn SalesNav to uncover new opportunities and understand stakeholder landscapes.

Engage in continuous learning of procurement technology trends and AI capabilities to remain a credible expert with clients.

Act as a key representative of ZIP in the Australian market, building the company's reputation for innovation and reliability.

Requirements

2+ years of closing experience in technology SaaS sales at enterprise level with a proven track record of achievement.

Self-driven work style with consistent high performance demonstrated without direct supervision or constant guidance.

Organized approach to work with efficient time management and strong communication skills across written and verbal formats.

Experience with Salesforce, Clari, Zoominfo, LinkedIn SalesNav, and Outreach tools is essential for effective performance.

Willingness to go the extra mile for customer, company, team, and personal success in every interaction and opportunity.

Based in Sydney, Australia, with the flexibility to work in a hybrid model that supports both office and remote productivity.

Commitment to maintaining the highest standards of professionalism and integrity in all dealings with clients and internal teams.

Ability to work independently and as part of a collaborative team, balancing autonomy with structured sales processes.

Dedication to understanding complex procurement environments and the role of AI in transforming traditional workflows.

Capacity to handle multiple priorities and manage a robust pipeline of opportunities in a fast-paced setting.

Strong problem-solving skills to navigate objections and provide solutions that align with enterprise procurement policies.

Openness to feedback and coaching aimed at improving sales techniques and achieving incremental performance gains.

Compliance with company policies, security protocols, and data protection regulations relevant to handling enterprise information.

Alignment with the core values of ZIP, including innovation, collaboration, and a builder-first mindset.

Practical notes

This is a hybrid workplace arrangement in Australia.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Procurement technology platforms support enterprise buying workflows and supplier management.

AI agents can assist with data analysis, decision support, and process automation in procurement.

Sales intelligence tools help identify accounts, track engagement, and forecast pipeline outcomes.

Early-stage hyper-growth companies often iterate quickly on processes and expect flexible contributions.

Enterprise SaaS sales cycles typically involve multiple stakeholders and require strong product demonstrations.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the company

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.