Senior Director, Commercial Sales

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About the role

About Zip Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. Your Role Zip is looking for a Senior Director of EMEA Commercial Sales to lead and scale our Commercial business across Europe. This is a second-line leadership role. You will initially lead two frontline Commercial Sales Managers and, through them, a growing team of Account Executives. As Zip expands across Europe, you will build the leadership structure, sales capacity, and go-to-market approach required to capture that opportunity. Your leverage comes through your managers, but this is not a role for someone who operates from a distance. You will stay close to the business: understanding the pipeline, inspecting deals, helping your managers improve their teams, and personally getting involved in the opportunities where your experience can change the outcome. You will own the performance of EMEA Commercial end to end: the number, pipeline, forecast, talent, geographic expansion, and operating rhythm of the segment. Commercial is already an important part of Zip's EMEA business. The opportunity now is to turn it into a scaled, predictable growth engine across the region. You Will • Own EMEA Commercial performance. Deliver quarterly and annual new-business revenue targets through the frontline managers and Account Executives who report into your organization. • Build and develop exceptional frontline managers. Coach your leaders on pipeline management, forecasting, deal inspection, rep development, and performance management. Hold them accountable for running their businesses with the same rigor you bring to yours. • Scale Commercial across Europe. Determine where and when to add coverage as Zip expands into new countries and markets, and build the teams and leadership required to win locally without creating unnecessary complexity. • Own pipeline well before the quarter begins. Establish coverage requirements, identify future gaps early, and work across Business Development, Marketing, Partnerships, and the AE organization to address them before they become revenue problems. • Drive rigorous forecasting. Build a business that is predictable. Know what is real, what is at risk, what has changed, and why, and ensure your managers operate with the same level of precision. • Stay close to the deals. Ensure your managers are inspecting opportunities rigorously, and personally engage in important customer conversations where executive involvement can improve discovery, create urgency, strengthen sponsorship, or move a deal forward. • Build a high-performance organization. Recruit outstanding managers and sellers, raise the talent bar as we grow, develop top performers, and address underperformance quickly and directly. • Improve the Commercial sales motion. Diagnose where performance is constrained by pipeline, execution, territory design, productivity, process, or capability and make the changes required to i

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