Strategic Account Manager

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses. Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world's leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend. We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we're focused on developing cutting-edge technology, expanding into new global markets, and-above all-driving incredible value for our customers. Join us Your Role Drive Expansion. Close Big Deals. Deliver Real Value. This is not a traditional renewals or customer success role. You'll be a critical quota-carrying sales contributor responsible for driving net revenue growth across Zip's most valuable Fortune 500 and Global 2000 customers (typically $7B+ in revenue). You'll work cross-functionally and partner closely with Customer Success-but you will own the growth number. Deeply Strategic Partnership - Navigate complex organizational structures and multi-stakeholder decision-making processes to drive enterprise-wide adoption and expansion. Strategic Account Growth - Collaborate with Customer Success teams to proactively monitor customer health, identify expansion opportunities, and develop account strategies to drive growth. Product Evangelism - Align Zip's solutions with customers' evolving business needs, providing both immediate impact and long-term vision for procurement transformation. Executive-Level Negotiation - Lead high-stakes renewal negotiations, maximizing contract value while strengthening customer relationships and delivering tangible business outcomes. Thought Leadership & Influence - Serve as a trusted procurement and finance transformation advisor, helping customers navigate change management and drive adoption. Process Builder & Playbook Developer - As a key member of the Strategic Account Management team, contribute to the development of strategic sales motions, best practices, and a high-performance culture. You Will Develop deep expertise in Zip's platform and how it integrates into large-scale enterprise procurement and finance ecosystems. Become a market expert-understanding procurement, finance, and legal functions within Fortune 500 companies and how they are evolving. Leverage cutting-edge sales intelligence and engagement tools to drive executive-level engagement and complex deal cycles. Adapt and thrive in a high-growth, fast-paced environment, shaping our Strategic sales strategy alongside leadership. Qualifications 5+ years of SaaS sales experience focused on large enterprise accounts ($7B+ revenue). Experience selling into procurement, finance, risk and legal functions within Fortune 500 or Global 2000 organizations. Proven ability to drive enterprise retention and expansion, managing complex, multi-threaded relationships. Exceptional strategic account management skills with a track record of growing enterprise partnerships. Expert negotiator with experience structuring large, multi-year contracts. Highly self-driven and outcome-oriented-able to operate at both a strategic and executional level. Excellent communication and executive presence-comfortable engaging with C-suite and senior leaders. Proficiency in enterprise sales tools (Salesforce, Gong, ZoomInfo, LinkedIn Sales Navigator, Outreach). Passionate about building and scaling-eager to shape the future of Strategic account management at Zip. If you're ready to drive impact at the highest levels of enterprise sales and help the world's largest companies transform procurement, we want to hear from you The OTE range for this role is $290,000 - $380,000. The OTE 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 Commuter benefit 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