Director, EMEA Commercial Sales

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally and rely on vendors more than ever before to run their businesses. Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

Your Role

Zip is looking for a dynamic and driven Director of EMEA Commercial Sales who excels in enterprise value-based selling motions and leadership. This role requires expertise in building and leading teams focused on delivering high impact results through strategic, value-based cycles. We are seeking a candidate who has demonstrated success in past sales Enterprise leadership roles, consistently achieving quotas, hiring and developing sales talent, and possessing a strong background in complex sales motions with medium-large organizations. Emphasizing strong customer relationships within the sales process is critical for this role, as you will collaborate closely with C-Level executives and your team on the front lines. Active participation in client meetings, crafting deal progression strategies, and providing proactive coaching are essential responsibilities.

To succeed in this role, you must possess a proactive customer-first mindset, demonstrate a strong commitment to Zip’s customer dedication and values, and aspire to lead and mentor high-performing sales teams while achieving outstanding outcomes. This represents not only an exciting initial role but a long-term opportunity to rapidly grow your career as there will be numerous leadership opportunities for those who wish to pursue them.

Opportunity for you to:

• Grow our landing team into a scaling team that can dominate the region.
• Lead a team of direct Sales Executives to achieve aggressive new business and expansion sales targets in the region.
• Evolve and execute on a comprehensive sales strategy in collaboration with cross-functional resources to effectively penetrate the market, analyse competition and consistently over perform.
• Cultivate strong partnerships with Business Development, Solution Consulting, Advisory, Marketing, our Partner network and the Zip Executive team.
• Recruit, coach, and mentor team members to foster a culture of consistent performance and continuous improvement.
• Accurately report and forecast pipeline and performance to the business.
• Participate strategically in C-level meetings to gain insight into customer requirements and effectively map Zip’s solutions to high impact business pain.
• Achieve quarterly and annual sales targets, contributing significantly to overall revenue goals.
• Deliver world class client experiences to maintain and grow client base through non-sales related outreach.

To excel in this role:

• Experience building a regional team that can expand into new geographies and industries in EMEA.
• Proven history of consistent over performance.
• Demonstrated success in recruiting, coaching, and managing outstanding sales teams.
• Strong bias to action to implement strategies to continue Zip’s trajectory as a generational organization.
• Maintain a high standard for operational excellence across your team.
• Adept at building enduring relationships with Sr. Level Executives.
• Adaptable and effective in fast-paced and rapidly growing environments.
• Identifies, coaches and promotes top performers and is relentless in development by providing actionable feedback.
• Strengthen partner relationships to build pipeline channels and territory development.

Qualifications

• 5-8+ years of relevant work experience with emphasis on revenue, sales and sales leadership.
• Proven track record of scaling sales teams and attaining sales targets.
• Proven track record and experience in increasing sales efficiency and productivity across a dynamic team with rigorous business process optimization, sales incentives structure/KPI design and performance tracking.
• Motivated self-starter who can establish a course of action for self and others and drive initiatives to completion.
• Experience operating in hyper-growth and fast scaling go to market environments.
• Able to commute to a central London office and work in-person 3 days a week.

Nice to Haves

• Experience selling to procurement, finance, IT, legal.

Perks and 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, commuter benefit, team building events & happy hours, flexible PTO, Apple equipment plus home office budget.

We’re looking to hire Zippers 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 feels like they belong. We look forward to hearing from you!