Note: The job is a remote job and is open to candidates in USA. Zip is hiring its first Senior Sales Programs Manager to build and run coordinated, multi-quarter sales programs that improve pipeline and revenue outcomes. The role leads cross-functional program execution, establishes the operating model, measures attribution, and drives adoption across the field.
Responsibilities
- Design and own quarterly sales programs end-to-end — from target account selection and gap analysis through cross-functional asset coordination, field enablement, biweekly progression calls, and post-program attribution
- Serve as the GTM quarterback for each program: set the agenda, align marketing, BDR, enablement, SE, business value, and partners to a single operating cadence, and hold the cross-functional pod accountable to delivery
- Build and maintain the program operating model — the planning calendar, the bill of materials (BOM) framework, the progression call structure, and the pipe council integration — starting from zero
- Partner with sales leadership and the CRO to identify the top 1-2 pipeline and revenue gaps each quarter that programs can address, and translate those priorities into well-scoped, executable programs
- Own program measurement: define the target account snapshot at launch, track pipeline generation and progression metrics, and produce clear attribution analysis that connects programmatic activity to revenue outcomes
- Build outcome maps that connect Zip's platform capabilities to the business goals of executive buyers by vertical — enabling AEs and SEs to have conversations at the CFO and CPO level, not just with procurement
- Drive last-mile field adoption: design enablement requirements for each program, brief field captains, and ensure that every FLM and AE can articulate what program is active and why it matters to their book
Skills
- Proven track record in enterprise field sales or strategic account management, with demonstrated ability to land and expand complex deals across multiple stakeholders and long sales cycles
- Strong cross-functional credibility and influence without authority — you have coordinated marketing, BDR, enablement, and solutions teams toward a shared goal and held them to a shared operating cadence
- Deep understanding of enterprise GTM motion: pipeline generation, mid-funnel acceleration, and expansion plays; familiarity with how FLMs inspect pipeline and what drives rep adoption of new motions
- Structured, program-level thinking: you can translate a revenue gap into a scoped, time-bound initiative with clear owners, milestones, and success metrics — and then run it to completion
- Executive presence: comfortable presenting program strategy and performance to segment VPs and CRO-level stakeholders, and capable of earning a seat at the table with senior GTM leadership
- Activation bias: you hold a strong opinion that analysis without field execution is worthless, and your track record reflects programs that drove measurable pipeline and revenue, not just polished assets
- Prior experience in a named sales programs, revenue programs, or field programs role at a B2B SaaS company
- Domain knowledge in one or more of Zip's priority verticals: financial services, healthcare, manufacturing, or retail
- Familiarity with Salesforce opportunity tagging, pipeline attribution methodologies, or LLM-assisted deal intelligence tools
Benefits
- Start-up equity
- Health, vision & dental coverage
- Team building events & happy hours
- Flexible PTO
- Apple equipment plus home office budget
Company Overview