Manager of Account Management, Commercial

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.

THE ROLE

Zip's Commercial Account Management team owns retention and expansion across our high-volume customer base: accounts under 2,000 employees. We're looking to expand our AM team and are hiring a Manager of Account Management to lead it. Your scope will include hiring and developing quota-carrying AMs who deepen customer relationships, drive strategic expansion, and protect retention at scale.

This is a hands-on leadership role in a fast-moving segment. Our AMs are trusted advisors, product champions, and revenue drivers. The leader who runs them needs to be just as comfortable coaching a deal in real time as diagnosing a pipeline gap in the data. You'll shape the team, sharpen the process, and own a number.

WHAT YOU’LL DO:

• Hire, lead, and mentor a high-performing Account Management team to exceed retention and expansion goals (GRR, NRR).
• Own forecasting and pipeline health for the segment, and work directly in Salesforce and our data tools rather than waiting on reporting.
• Coach qualification discipline (COTM) and diagnose where deals stall - pipeline gaps versus execution gaps - so the team fixes the right problem.
• Drive multi-threaded expansion across procurement, finance, and legal, anchored by executive sponsorship and structured account planning.
• Roll up your sleeves: participate in customer conversations, model strong discovery, and coach deal strategy in real time.
• Design and optimize processes, KPIs, and incentives to improve AM efficiency and performance at scale.
• Act as a strong voice of the customer: advocate internally to align Zip’s roadmap with customer needs.
• Partner cross-functionally with Sales, CS, Product, and Marketing to drive upsell and cross-sell motions in a customer-first way.
• Help scale a core GTM function as Zip enters its next phase of growth.

WHAT YOU’LL BRING

• 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: qualification frameworks, pipeline diagnostics, account-planning cadence, and comfort working hands-on in the data.
• Experience selling into procurement, finance, accounting, IT, or legal: you understand the buyer.
• Experience in fast-growth SaaS, with comfort navigating ambiguity and moving quickly.
• A real passion for developing early-career sellers.

NICE TO HAVES

• Experience selling into procurement, finance, accounting, IT, or legal.
• Familiarity with Salesforce, Gong, Notion, Claude, and other modern sales tools.

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
• 🍽️ Catered lunches & dinners for TO employees
• 🚍 Commuter benefit
• 🚠 Team building events & happy hours
• 🌴 Unlimited PTO
• 💻 Apple equipment plus home office budget

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!