Senior Director, Enterprise Sales

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 Senior Director of Enterprise Sales to lead and scale our Enterprise West business. This is a second-line leadership role — you will own the full performance of the West territory through a team of first-line sales managers, and you will be the architect of how that team grows.

• You build and develop first-line managers, not just salespeople. Your leverage comes from how effectively you coach, develop, and hold accountable the managers who run your teams — and how quickly you identify and close gaps in their performance.

• You lead with strategy and operate with precision. You define how Enterprise West goes to market, builds pipeline, and closes — and you hold the org to a rigorous standard of forecast accuracy, process discipline, and execution quality.

• You recruit like it is a core function. At this stage of Zip's growth, talent density is a competitive advantage. You treat hiring as a strategic priority and move with urgency to bring in high-caliber managers and sellers.

• You operate as a cross-functional peer. You build strong working relationships with Solution Engineering, Marketing, GTM Operations, Partnerships, and GTM leadership — and you use those relationships to accelerate your territory's performance.

YOU WILL

• Own Enterprise West's new business revenue targets, driving consistent quarter-over-quarter performance through a team of first-line sales managers.

• Define and execute the go-to-market strategy for the West territory — market prioritization, pipeline coverage targets, competitive positioning, and cross-functional resource deployment.

• Hire, develop, and performance-manage a team of first-line Enterprise Sales managers, building a culture of accountability, coaching, and continuous improvement.

• Serve as an executive presence in key strategic deals — engaging with C-level buyers, shaping deal strategy, and helping your managers close the most complex and high-value opportunities in the region.

• Drive rigorous forecast discipline and pipeline hygiene across the West org, delivering accurate and credible business reporting to GTM leadership.

• Partner with Business Development, Solution Engineering, Advisory, Marketing, and Zip's Partner network to build and accelerate pipeline across the territory.

• Identify structural gaps in coverage, capacity, and capability — and close them quickly through hiring, coaching, or process changes.

QUALIFICATIONS

• Proven track record of leading first-line sales managers and delivering consistent revenue performance across a large geographic territory in enterprise SaaS.

• Demonstrated success building and scaling enterprise sales teams during a period of rapid growth — you have operated in a build/scale environment and know what it takes to do it well.

• Strong command of enterprise sales motions, including value-based selling, multi-threaded executive engagement, and complex procurement cycles with large enterprise buyers.

• Operates with high forecast discipline and a rigorous approach to pipeline management, territory planning, and performance accountability.

• Executive presence and credibility with C-level buyers — comfortable engaging at the senior-most levels of a prospect or customer organization.

• Proven ability to recruit top-tier sales talent and develop managers who consistently outperform.

• Demonstrated track record of building and scaling a repeatable pipeline generation framework across a sales org — including prospecting motion, coverage standards, and the coaching culture that sustains it.

NICE TO HAVES

• Experience selling into procurement, finance, or legal functions.

• Familiarity with the enterprise procurement or spend management landscape.

The salary range for this role is $410,000 - $450,000 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

• 🚠 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!