Senior Enterprise Account Executive

About the role

Drive strategic sales initiatives targeting merchants with annual U.S. D2C sales exceeding $500M, navigating complex deals with extended sales cycles ranging from six months to one year.

Responsibilities

• Manage and map a dynamic roster of 15-20 qualified high-value enterprise accounts, ensuring tailored and strategic engagement.
• Conduct highly targeted and customized outreach to develop relationships with 3-5 key stakeholders per account, ensuring comprehensive account coverage.
• Develop and present ROI-driven business cases and analyses rooted in pains uncovered during a thorough Discovery process. Leverage account mapping and data insights to quantify and articulate Zip's value. Engage internal resources to execute multi-threaded sales strategies.
• Maintain an active pipeline, qualifying and transitioning opportunities as discovery calls progress.
• Partner closely with marketing, analytics, and engineering teams to customize solutions and support client success.
• Regularly experiment with AI driven workflows to refine messaging, surface account opportunities, and unlock smarter, faster decision making across the sales cycle.
• Participate in weekly 1:1 sessions to review top-of-funnel KPIs and account activity, ensuring strategic alignment.

Requirements

• Enterprise Sales Expertise (12+ years)
• Demonstrated success driving enterprise sales with D2C companies exceeding $500M in annual revenue, navigating long sales cycles and multi stakeholder decision processes.
• Experience managing and closing large-scale deals (e.g., $1M+ contracts) with major retailers or companies of similar scale.
• Strong ability to generate and manage a highly detailed and organized pipeline of enterprise sales opportunities.
• Strategic Relationship Management: Extensive experience engaging C-suite and VP-level decision-makers and managing multi-threaded relationships within large enterprise organizations.
• Ability to tailor communication to diverse stakeholders, including Influencers, Coaches, Economic Buyers, and Decision Makers.
• Payments Industry Knowledge: Deep understanding of retail payments, BNPL, payment systems, and checkout optimization, with insights into industry challenges and solutions.
• Process Methodology & Data-Driven Selling: Expertise in strategic sales methodologies such as MEDDIC, Challenger Sale, or Solution Selling. Demonstrated ability to leverage data to build compelling business cases and ROI analyses.
• Advanced Sales Tools Proficiency: Expertise in Salesforce, LinkedIn Sales Navigator, and other modern sales platforms. Demonstrated ability to leverage AI tools to research prospects, personalize outreach, synthesize account intelligence, and accelerate pipeline creation.
• Culture: Proven success in highly competitive environments and a track record of standing out as a leader among peers.

Qualifications

• Familiarity with a range of e-commerce platforms, orchestration layers, and enterprise software tech stacks.
• Experience with payment processors such as Stripe, Adyen, or Fiserv.
• Background in key retail verticals such as electronics, apparel, or automotive.

Skills

• Enterprise Sales Expertise
• Strategic Relationship Management
• Payments Industry Knowledge
• Process Methodology & Data-Driven Selling
• Advanced Sales Tools Proficiency
• Culture

Benefits

• Flexible working culture
• Incentive programs
• Unlimited PTO
• Generous paid parental leave
• Leading family support policies
• Company-sponsored 401k match
• Learning and wellness subscription stipend
• Beautiful Union Square office with a casual dress code
• Industry-leading, employer-sponsored insurance for you and your dependents, with several 100% Zip-covered choices available

Pay

• The actual base salary will be determined by various individualized factors, including job-related knowledge, skills, experience, location, internal equity, as well as other objective business considerations.
• The annual base Pay Range for this position is $135,000 - $170,000 USD.
• In addition, you will be eligible for a commission of equal value to the base pay range, making on-target earnings $270,000 - $320,000 (OTE) (50% base salary and 50% commission).

Schedule

• Remote-first opportunity in the United States.
• Hybrid opportunity for Greater New York Metro based employees at our Manhattan office.
• Up to 30-40% Travel is required for this role.