Job Overview
Location
San Francisco
Job Type
Full-time
Category
Software Engineering
Date Posted
July 4, 2026
Full Job Description
đź“‹ Description
- • Lead and develop 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 decisions.
- • 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 effective discovery techniques and coaching deal strategy in real time.
- • Design, optimize, and implement processes, KPIs, and incentive structures to improve Account Manager efficiency and performance at scale.
- • Serve as the primary voice of the customer within Zip, advocating for product roadmap changes aligned with customer needs and feedback.
- • 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 as Zip enters its next phase of growth, shaping team structure, culture, and operational cadence.
- • Hire quota-carrying Account Managers who act as trusted advisors, product champions, and revenue drivers within the commercial segment.
- • Maintain hands-on involvement in deal execution while simultaneously managing team performance and development.
- • Monitor and improve Gross Retention Rate (GRR) and Net Revenue Retention (NRR) through strategic account management practices.
- • Diagnose and resolve bottlenecks in the sales cycle by analyzing data patterns and coaching individual reps on execution improvements.
- • Build and sustain a culture of ownership, open communication, and underdog mindset within the Account Management team.
- • Align team goals with company-wide growth objectives while ensuring scalability and operational rigor across a high-volume customer base.
🎯 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.
- • Passion for developing early-career sellers and building high-performing teams.
🏖️ Benefits
- • Start-up equity
- • Full health, vision & dental coverage
- • Catered lunches & dinners for SF employees
- • Commuter benefit
- • Team building events & happy hours
- • Unlimited PTO
- • Apple equipment plus home office budget
- • 401k plan
Skills & Technologies
See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.
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.
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