About this role.
Zip is hiring an Enterprise Account Executive to win new enterprise customers for its AI-powered procurement platform across the U.S. Central territory. The role owns value-based enterprise sales cycles, combining supplied BDR and marketing opportunities with self-generated pipeline and network-led prospecting. The successful candidate will become a product and procurement-domain expert, run demos, use sales-engagement tools, and help shape processes in a hypergrowth startup. Candidates need at least five years of enterprise SaaS closing experience, strong organization and communication skills, and proficiency with Salesforce, ZoomInfo, LinkedIn Sales Navigator, and Outreach.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment the territory by ideal customer profile, procurement maturity, spend complexity, and likely buying triggers. I would create account plans for priority organizations, multithread into procurement, finance, IT, and legal stakeholders, and combine targeted outbound, partner or network introductions, events, and relevant account-specific messaging. I would inspect conversion metrics weekly and reallocate effort toward channels and segments producing qualified opportunities.
I would begin with discovery across the buying committee to quantify pain around intake, approval workflows, compliance, supplier management, and unmanaged spend. I would connect Zip capabilities to agreed business outcomes, develop a mutual action plan, tailor demonstrations to priority use cases, and build an ROI case with measurable operational and financial impact. Throughout the process, I would identify decision criteria, procurement steps, security requirements, and executive sponsorship early to prevent late-stage surprises.
I would avoid positioning procurement as a standalone tooling project and instead link it to strategic priorities such as cost control, risk reduction, employee productivity, faster purchasing, and governance. I would use discovery to identify the cost of the current process and bring in relevant stakeholders who feel that pain directly. If timing remains weak, I would agree on a clear nurture plan tied to a specific trigger rather than forcing an unqualified opportunity.
I map economic buyers, champions, end users, technical evaluators, procurement, legal, and potential blockers at the start of the cycle. Each stakeholder receives a message focused on their distinct outcomes, while I maintain alignment through shared business objectives and a mutual action plan. I also validate influence and decision process directly instead of relying on a single champion.
I would use ZoomInfo and Sales Navigator to identify relevant contacts, organizational changes, and account signals; use Outreach for structured, personalized sequences and follow-up discipline; and use Salesforce as the source of truth for opportunity stages, stakeholder maps, next steps, risks, and forecasting. Clean data and consistent inspection would let me prioritize the right actions, improve conversion, and provide leadership with an accurate forecast.
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.
Your Role
You’re a closer, trusted advisor, product consultant – you’re working with prospects day-in-day-out to deliver immense ROI in an efficient, value-based sales cycle
You’re a hunter – you’ll get a healthy supply of BDR leads and marketing opportunities, but you’ll prospect and tap into your network to knock down doors and blockers
You’re a product evangelist – you’ll solution Zip to meet the pain points today, but also with an eye toward our product of the future
You’re a builder – at a startup, you’re not just a team member, but you help build the team culture and bring your best practice to the org
You Will
Become a product expert – learning the Zip platform through and through, so that you’re demo ready
Become a procurement expert – learning the ins and outs of the procurement market, which is deeply ready for change and new solutions
Use cutting-edge sales intelligence and engagement solutions to prospect, manage deal cycles, and ultimately bring on new customers
Be adaptable and flexible – as part of an early-stage hyper growth company, we are rapidly growing out our process but we want to you to help shape our sales process
Qualifications
5+ year of closing experience in technology SaaS sales at enterprise level
Self driven – you don’t need someone to motivate you to put in your best every day
You’d describe yourself as organized, efficient with your time, and excellent communicator
Experience using tools like Salesforce, Zoominfo, LinkedIn SalesNav, and Outreach
Willing to go the extra mile to make sure our customers, company, team, and yourself succeed
Bachelor’s degree is required (specifically in Finance, Technology, or a related field or experiential equivalent)
Nice to Haves
Experience selling to procurement, finance, IT, legal
The salary range for this role is $250,000 – $315,000 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
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!
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