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 VP of NAMER Commercial Sales to lead and scale our Commercial business across North America. This is a second-line leadership role. You will own the full performance of a 30 to 40 person AE organization through a team of first-line sales managers, and you will be the architect of how that team grows, performs, and wins.
You are a closer, not just a forecast manager. Even at the second line, procurement and finance leaders expect to negotiate with your boss, get to best and final, and feel the weight of executive presence in a deal. You are in almost every deal over $100K, sending emails on behalf of your team, and doing whatever it takes to get deals across the line.
You build trust in 60 seconds. Procurement buyers do not trust easily. You earn it by making people feel valued and by demonstrating an immediate command of the product, the value proposition, and the details that matter to them. You establish credibility fast and make it stick.
You are deeply detail oriented. You know the product beyond surface level. You will read an order form to avoid an extra paper turn, get into bespoke payment technicalities when needed, and talk APIs if the situation calls for it. Nothing important slips past you.
You sell the vision. You can evangelize Zip's differentiation in markets where we are nascent and hold our own in highly competitive environments. You know how to make a buyer believe in what is possible, not just what exists today.
You know your deals cold. With 30 to 40 new logos closing per quarter, you manage a high volume of complex, active opportunities and know the details of every important deal. That kind of sales memory is rare and it shows.
You scale yourself rigorously. You build the programs and operating rhythms that uplevel your entire team, including pipeline generation cadences, enablement frameworks, and a clear and repeatable happy path sales process. You do not just manage, you build.
You Will
Own NAMER Commercial new business revenue targets, driving consistent quarter-over-quarter performance through a team of first-line sales managers across 5 teams of 6 to 8 AEs.
Engage directly in deals over $100K as an executive presence, helping your managers navigate complex negotiations, procurement cycles, and multi-stakeholder buying processes.
Hire, develop, and performance-manage first-line sales managers, building a culture of accountability, coaching, and continuous improvement.
Develop clear career paths for BDRs moving into AE roles and AEs growing into Enterprise AE roles, investing in the talent pipeline from within.
Drive rigorous forecast discipline and pipeline hygiene across the Commercial org, delivering accurate and credible business reporting to GTM leadership.
Partner cross-functionally with Marketing, BDR, Channel, Solution Engineering, Product, and GTM Operations to build and accelerate pipeline and remove friction from the sales motion.
Put in place the core programs and operating rhythms that consistently uplevel team performance, including pipeline generation cadences, enablement programs, and a repeatable sales process.
Qualifications
4+ years of second-line sales leadership experience with a proven track record of delivering consistent revenue performance across a large commercial or enterprise sales organization in SaaS.
Demonstrated success leading managers who run high-velocity, complex deal cycles involving multi-threaded, multi-product platform sales with deal sizes above $200K.
A closer's mentality, comfortable engaging directly in high-stakes deals, negotiations, and executive conversations even at the second line.
Strong command of enterprise and commercial sales motions, including value-based selling, multi-threaded executive engagement, and complex procurement cycles with finance, IT, and procurement buyers.
Exceptional detail orientation, knows the product deeply, manages deal specifics with precision, and holds the team to a high standard of process discipline.
Proven ability to recruit top-tier sales talent, develop managers, and build career paths that retain and grow high performers.
Operates with high forecast discipline and a rigorous approach to pipeline management, territory planning, and performance accountability.
Nice to Haves
Experience selling into procurement, finance, or legal functions.
Familiarity with the enterprise procurement or spend management landscape.
Experience building or scaling a BDR-to-AE development program.
The salary range for this role is $425,000 - $500,000 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 & 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 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!