Manager of Account Management, Commercial

Zip

Job Overview

Location

Toronto

Job Type

Full-time

Full Job Description

📋 Description

• Lead, hire, and mentor a high-performing Account Management team focused on retention and expansion for commercial accounts under 2,000 employees.
• Own forecasting and pipeline health for the commercial segment, actively using Salesforce and internal data tools to diagnose gaps and drive action.
• Coach Account Managers on qualification discipline (COTM) and distinguish between pipeline gaps and execution gaps to ensure targeted interventions.
• Drive multi-threaded expansion across procurement, finance, and legal functions by anchoring efforts in executive sponsorship and structured account planning.
• Participate directly in customer conversations, modeling strong discovery techniques and coaching deal strategy in real time.
• Design, optimize, and refine Account Management processes, KPIs, and incentive structures to improve team efficiency and scalability.
• Serve as the primary voice of the customer within Zip, advocating for product roadmap alignment based on direct customer feedback and market insights.
• Partner cross-functionally with Sales, Customer Success, Product, and Marketing teams to execute upsell and cross-sell motions in a customer-first manner.
• Scale a core go-to-market function during Zip’s next phase of growth, ensuring operational rigor and consistent performance across a high-volume customer base.
• Maintain hands-on involvement in deal execution while providing strategic leadership, balancing coaching responsibilities with direct revenue ownership.
• Foster a culture of ownership, open communication, and underdog mindset within the Account Management team.
• Ensure team adherence to structured account planning cadences and qualification frameworks to maximize retention (GRR) and net revenue retention (NRR).
• Diagnose and resolve performance bottlenecks through data-driven insights, not just reporting, by working directly in CRM and sales intelligence tools.
• Champion customer-centricity across the organization by translating customer needs into actionable product and process improvements.
• Support the development of early-career Account Managers through active mentoring, feedback, and career pathing.

🎯 Requirements

• 2+ years of experience leading Account Management or Sales teams with proven success hitting revenue targets.
• A track record of managing high-volume customer portfolios with both velocity and quality.
• Operational rigor in qualification frameworks, pipeline diagnostics, account-planning cadence, and hands-on use of data tools.
• Experience selling into procurement, finance, accounting, IT, or legal functions with deep understanding of these buyer personas.
• Experience in fast-growth SaaS environments with comfort navigating ambiguity and moving quickly.
• A genuine passion for developing early-career sellers and building high-performing teams.

🏖️ Benefits

• Start-up equity
• Full health, vision & dental coverage
• Catered lunches & dinners for TO employees
• Commuter benefit
• Team building events & happy hours
• Unlimited PTO
• Apple equipment plus home office budget

Skills & Technologies

Onsite

Ready to Apply?

Apply Externally

You will be redirected to an external site to apply.

AI Job Fit Analysis

Pro

See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.

Zip

Visit Website

About Zip

Zip provides the world's leading agentic procurement orchestration platform, helping businesses manage spend from initial intake to final payment. Their comprehensive suite of products, including Intake-to-Procure, Procure-to-Pay, Supplier Onboarding, and AI Procurement Concierge, streamlines complex purchasing processes. Zip serves a broad spectrum of clients, from startups to enterprises across various industries like technology and financial services, empowering procurement, finance, and legal teams to gain control and efficiency. The platform is designed to facilitate smarter spending and mitigate risk, leveraging embedded AI capabilities for decision-making and driving cross-functional efficiency by integrating with existing tech stacks, a feature beneficial for distributed teams. Notably, Zip is trusted by over 1,030 global leaders, demonstrating its significant impact on optimizing business operations.

View Company Profile

Get more remote jobs like this

Subscribe to the weekly newsletter for similar remote roles and curated hiring updates.

Weekly remote jobs and featured talent.

No spam. Only curated remote roles and product updates. You can unsubscribe anytime.