Zip Co

Senior Director, Enterprise Sales

Zip Co • $410K — $450K *
US-Anywhere
+ 8 other locationsRemote
Enterprise Technology
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

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.
  • Strong command of enterprise sales motions, including value-based selling and multi-threaded executive engagement.
  • Operates with high forecast discipline and a rigorous approach to pipeline management.
  • Executive presence and credibility with C-level buyers.
  • Proven ability to recruit top-tier sales talent and develop high-performing managers.
  • Demonstrated record of building a repeatable pipeline generation framework.

Responsibilities

  • Own Enterprise West's new business revenue targets through a team of first-line sales managers.
  • Define and execute the go-to-market strategy for the West territory.
  • Hire, develop, and performance-manage a sales team, fostering accountability and improvement.
  • Engage as an executive presence in strategic deals with C-level buyers.
  • Drive rigorous forecast discipline and pipeline hygiene in the organization.
  • Partner with cross-functional teams to build and accelerate pipeline across the territory.
  • Identify and address structural gaps in coverage and capabilities.

Benefits

  • Start-up equity
  • Full health, vision & dental coverage
  • Team building events & happy hours
  • Flexible PTO
  • Apple equipment plus home office budget
  • 401k plan
Full Job Description
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.l


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


About Zip Co

Zip Co Limited previously known as ZipMoney Limited is an Australian public limited financial technology company. The company was founded in 2013 and is headquartered in Sydney. In September 2020, Zip acquired the US-based ‘Buy Now, Pay Later’ company Quadpay to grow its American footprint. The company now has operations in Australia, Canada, Czech Republic, India, Mexico, New Zealand, the Philippines, Poland, Saudi Arabia, Singapore, South Africa, UAE, the United Kingdom and the USA. It currently has around 81,000 retail partners and over 9,900,000 customers. As of March 2021, Zip Co's market cap was $5.83 billion.
Learn more about Zip Co
Industry
Finance & Insurance
* Ladders Estimates

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