Manager of Account Management, Commercial

About the role

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.

Pay

The salary range for this role is $290,000 - $300,000 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

• Start-up equity
• Full health, vision & dental coverage
• Catered lunches & dinners for SF employees
• Uber/lyft commuter benefit
• Team building events & happy hours
• Tropical fruit bowl & snacks
• Unlimited PTO
• Apple equipment plus home office budget
• 401k plan