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About the job

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 VP of NAMER Strategic Sales to lead and scale our Strategic enterprise business, focused on Global 2000 and Fortune 500 accounts. This is a third-line leadership role — you will own the full performance of the segment through a team of second-line sales managers, and you will be the architect of how that team grows.

- You lead leaders of leaders. Your primary leverage is the strength of the L2 leaders who report to you, and, through them, the L1s who run the frontline teams. You build the bench at both layers.

- You think beyond the current motion. Expansion into new verticals within Strategic is a core part of your mandate — you identify where the segment's addressable market can grow and build the go-to-market motion to capture it.

- You operate at the executive level as a matter of course. You are a visible sponsor on the segment's largest and most complex opportunities, and you shape how Strategic's strategy connects to and influences the other segments across NAMER.

YOU WILL

- Own the NAMER Strategic segment's revenue performance end to end, driving results through a management structure of L2s and the L1s who report to them.

- Define and execute expansion into new verticals within the Strategic segment, including market prioritization, go-to-market design, and resourcing.

- Serve as executive sponsor on the segment's largest and most strategic accounts, engaging directly with C-level buyers and shaping deal strategy at the highest level.

- Hire, develop, and hold accountable a team of L2s, and ensure those L2s are doing the same for their front-line managers — building coaching and accountability discipline through two layers of management.

- Shape cross-segment strategy, influencing how Strategic aligns with Key, Commercial, and Enterprise on pricing, coverage, account movement, and go-to-market priorities.

- Represent the segment in executive and board-level reporting, delivering credible, well-substantiated forecasts and business narratives to GTM leadership.

- Drive rigorous forecast discipline and pipeline hygiene across the NAMER Strategic 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 segment.

- Identify structural gaps in coverage, capability, or capacity across the segment and close them through hiring, org design, or process change.

QUALIFICATIONS

- Prior experience operating at this level (L3/VP-equivalent scope) — owning a segment or large territory end to end through a multi-layer management structure of managers managing managers.

- Demonstrated track record of building and scaling L2- and L1-level talent, including hiring, developing, and retaining leaders who consistently outperform.

- Proven ability to identify and execute expansion into new verticals or markets within an existing enterprise sales motion.

- Executive presence and credibility at the C-suite level, both with customers and with internal senior leadership.

- Demonstrated cross-org influence — a track record of shaping strategy and alignment across multiple segments or functions without direct authority.

- Rigorous forecast discipline and pipeline management experience at scale, across a large, multi-layered AE organization.

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 $540,000 - $575,000 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!