高级企业客户总监
Senior Enterprise Account Executive
- **在企业销售方面有成功经验**，能够完成复杂的、涉及多方利益相关者的交易，客户为财富1000强商家。
- **你将通过数据和关系创造收入**，建立高管合作关系，提供以投资回报率为导向的支付解决方案。
- **远程优先职位，位于美国。** 纽约大都会区员工可在曼哈顿办公室选择混合办公模式。
- 该职位需要 **30-40% 的出差**
#### **加入 Zip 开启你的冒险**
高级企业客户经理将针对年销售额超过 **5亿美元** 的美国D2C商家推动战略销售计划，处理销售周期长达6个月至1年的复杂交易。在此职位中，你将制定详细的客户地图并执行多线程接触策略，与高层关键利益相关者建立关系。凭借你在企业销售方面的专业知识和数据驱动的洞察力，你将提供定制化的、以投资回报率为导向的解决方案，使Zip成为1亿多名传统上被传统融资和支付服务商忽视的美国消费者的首选支付方式。作为值得信赖的顾问，你将通过解决他们的独特挑战来为商家创造价值，并推动业务增长。
**你还将…**
- **客户管理与地图绘制：** 管理并绘制15-20个高质量高价值企业客户的动态名单，确保有针对性和战略性的接触。
- **利益相关者参与：** 针对每个客户进行高度定制化的接触，与3-5名关键利益相关者建立关系，确保全面的客户覆盖。
- **战略解决方案销售：** 根据深入的发现过程所识别的问题，开发并展示以投资回报率为导向的商业案例和分析。利用客户地图和数据洞察量化并阐述Zip的价值。调动内部资源执行多线程销售策略。
- **销售管道管理：** 维护活跃的销售管道，随着发现通话的推进，对机会进行评估和转化。
- **协作：** 与市场、分析和工程团队紧密合作，定制解决方案并支持客户成功。
- **技术创新与AI：** 定期尝试由AI驱动的工作流程，优化信息传递，发现客户机会，并在整个销售周期中实现更智能、更快的决策。
- **客户回顾流程：** 参与每周1:1会议，审查漏斗顶部的关键指标。
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- **Proven success in enterprise sales,** closing complex, multi-stakeholder deals with Fortune 1000 merchants.
- **You’ll turn data and relationships into revenue**, forging executive partnerships and delivering ROI-driven payment solutions.
- **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
#### **Start your adventure with Zip**
The Sr. Enterprise Account Executive will 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. In this role, you will build detailed account maps and execute multi-threaded outreach to engage and establish relationships with key stakeholders at the highest levels. Leveraging your expertise in enterprise sales and data-driven insights, you will deliver tailored, ROI-driven solutions that position Zip as the premier payment option for the 100M+ Americans traditionally underserved by legacy financing and payment providers. As a trusted advisor, you will unlock value for merchants by addressing their unique challenges and driving incremental business growth.
**You’ll also…**
- **Account Ownership & Mapping:** Manage and map a dynamic roster of 15-20 qualified high-value enterprise accounts, ensuring tailored and strategic engagement.
- **Stakeholder Engagement:** Conduct highly targeted and customized outreach to develop relationships with 3-5 key stakeholders per account, ensuring comprehensive account coverage.
- **Strategic Solution Selling:** 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.
- **Pipeline Management:** Maintain an active pipeline, qualifying and transitioning opportunities as discovery calls progress.
- **Collaboration:** Partner closely with marketing, analytics, and engineering teams to customize solutions and support client success.
- **Tech Innovation & AI:** Regularly experiment with AI driven workflows to refine messaging, surface account opportunities, and unlock smarter, faster decision making across the sales cycle.
- **Account Review Process:** Participate in weekly 1:1 sessions to review top-of-funnel KPIs and account activity, ensuring strategic alignment.
#### **What you’ll bring to the team**
**Must-Haves**
##### **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**.
**Nice-to-Haves**
- 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**.
#### **What you’ll get in return**
- 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
Zip is committed to a straightforward and transparent pay structure. 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). This range reflects our **USN** compensation band. Additional premium percentages may apply based on our tiered premium location-based strategy. Subject to those same considerations, the total compensation package for this position may also include other elements, including a bonus and/or equity awards, in addition to a full range of medical, financial, and/or other benefits. _#LI-Remote_
If hired, employees will be in an 'at-will position' and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation or benefit program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
**Be a part of a team that reflects the diversity of our customers**
We pride ourselves on being a workplace that provides equal opportunities to people of all ages, cultural backgrounds, sexual orientations, gender identities, abilities, veteran status, and everything else that makes you unique. Equally, we’re committed to ensuring our recruitment processes are accessible and inclusive. Please let us know If there are any adjustments that need to be made to ensure you have a fair and equitable experience.
**And finally…get to know us**
Zip Co Limited (ASX: ZIP) is a digital financial services company, offering innovative, people-centered products.
Operating in two core markets - Australia and New Zealand (ANZ) and the US, Zip offers access to point-of-sale credit and digital payment services, connecting millions of customers with its global network of tens of thousands of merchants. We’re proud to be a values-led business and our values - Customer First, Own it, Stronger Together and Change the Game - guide us in everything we do.
_I acknowledge by clicking "Submit Application", that the information provided is true and correct. I also understand that any willful dishonesty may render for refusal of this application or immediate termination of employment. By providing your information, you acknowledge that you have read our_ [_Zip Applicant and Candidate Privacy Notice_](https://zip.co/careers/us-candidate-privacy-notice) _and authorize Zip to process your data subject to those terms_ _Zip participates in the federal government’s E-Verify program_