Enterprise Account Executive

About the role

You will act as a trusted advisor and product consultant, partnering day-in and day-out with enterprise prospects to demonstrate immense ROI and navigate a value-based sales cycle. You are a proactive hunter who will supplement BDR leads with independent prospecting and network outreach to dismantle blockers and own the full pipeline. You will evangelize the Zip platform, aligning today's solutions with current procurement pain points while keeping a forward focus on our product vision. As a builder, you will help shape team culture in this early-stage hyper growth environment, bringing your best practices and collaborative mindset to the organization. You will become a deep product expert, mastering the Zip platform inside and out so you are fully demo-ready for any scenario. You will also become a procurement domain expert, understanding the market intricacies and positioning Zip as the engine for necessary change. You will leverage cutting-edge sales intelligence and engagement tools to manage deal cycles, communicate value, and convert opportunities into loyal customers. You must be adaptable and flexible, thriving in a fast-evolving startup where you help refine and execute our sales process as we scale.

Key facts

What you'll do

Conduct in-depth discovery sessions to uncover procurement challenges and map executive-level stakeholder ecosystems.

Architect tailored value propositions that clearly link Zip capabilities to specific client business outcomes and strategic objectives.

Utilize advanced sales intelligence platforms to identify, prioritize, and engage high-impact decision makers across complex organizations.

Own end-to-end management of enterprise sales cycles, from initial outreach through negotiation, contracting, and post-sale expansion.

Collaborate with internal product and engineering teams to relay customer insights that drive iterative improvements and feature validation.

Champion Zip in live and virtual demos, articulating the platform's ROI and differentiating factors against incumbent solutions.

Develop and execute multi-threaded account plans that build cross-functional sponsorship across procurement, finance, IT, and legal stakeholders.

Leverage CRM and opportunity management tools to maintain precise forecasting, document interactions, and ensure seamless handoffs.

Establish and nurture executive-level relationships that position you as a strategic advisor rather than a transactional vendor.

Articulate the vision of AI-driven procurement orchestration, aligning current offerings with future product roadmaps.

Negotiate contract terms and pricing structures that reflect enterprise value while aligning with Zip's long-term partnership goals.

Represent Zip at industry forums and client meetings, reinforcing the brand's commitment to innovation and operational excellence.

Track and report on key performance indicators, including pipeline health, win rates, and customer satisfaction metrics.

Continuously refine your sales methodology based on data, feedback, and evolving market dynamics within the procurement sector.

Requirements

You bring 5+ years of closing experience in technology SaaS sales at the enterprise level, with a proven track record of hitting quotas.

You are self-driven and disciplined, thriving without direct supervision as you consistently invest energy to exceed expectations every day.

You would describe yourself as organized, efficient with your time, and an excellent communicator across written, verbal, and presentation formats.

You have hands-on experience using tools like Salesforce, Zoominfo, LinkedIn SalesNav, and Outreach to manage complex deal workflows.

You are willing to go the extra mile to ensure the success of our customers, company, team, and your own career trajectory.

A Bachelor's degree is required, specifically in Finance, Technology, or a related field, or you bring an experiential equivalent that demonstrates comparable rigor.

You possess a deep understanding of enterprise sales motions, stakeholder alignment, and the nuances of selling to large organizations.

You are comfortable navigating ambiguity and adapting to rapid changes while maintaining a high standard of execution.

Nice to have

Experience selling to procurement, finance, IT, and legal stakeholders across diverse enterprise environments.

Practical notes

The salary range for this role is $250,000 - $315,000 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.

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
• 🚠 Team building events & happy hours
• 🌴 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!