Associate Director US, Enterprise Partnerships

Zip Co Limited

24d • Remote

About The Position

As an Associate Director US, Enterprise Partnerships, you will own and expand some of Zip’s most strategic Enterprise merchant relationships across the retail, eCommerce, and payments ecosystem. This role goes far beyond day-to-day management — you’ll act as a strategic advisor, leveraging Zip’s global BNPL platform, data insights, and marketing capabilities to drive measurable growth and innovation for enterprise merchants. You’ll lead cross-functional initiatives spanning marketing, product, data, and operations to deliver solutions that improve conversion, unlock incremental revenue, and deepen customer engagement. This role requires a balance of commercial acumen, analytical insight, and relationship mastery — someone who can operate as both a trusted partner to C-suite stakeholders and an internal champion for merchant success.

Requirements

• 12+ years of strategic account management experience, managing enterprise-scale partnerships, ideally within fintech, payments, or eCommerce. Of the 12 years, 7 focused in ecommerce.
• Proven ability to deliver revenue growth, increase share of wallet, and influence executive stakeholders in a matrixed, global environment.
• Deep understanding of BNPL, digital payments, and retail tech ecosystems, with fluency in merchant operations, checkout optimization, and consumer financing.
• Demonstrated success in building and executing commercial strategies across omnichannel partners, including cross-sell and upsell plays
• Exceptional analytical, presentation, and storytelling skills — capable of distilling data into narratives that drive strategic decisions.
• Experience building and executing data-driven account plans and marketing activations.
• Experience collaborating with Product, Data, Marketing, and Ops to inform roadmaps and remove friction — acting as the voice of the partner inside the business
• Comfortable navigating CRM tools (Salesforce), forecasting, pipeline discipline, and deal documentation at an executive level
• Hands-on experience with AI tools or platforms to inform decision-making, automate insights, or personalize client engagement strategies
• Experience working in a high-growth, matrixed environment — able to scale what works and evolve what doesn’t.
• A collaborative, entrepreneurial mindset and alignment with Zip’s core values: Customer First, Own It, Stronger Together, Change the Game.
• Up to 30 to 40 percent travel to support face to face client engagements and business meetings.
• Mandarin language proficiency required to meet the needs of our Mandarin-speaking Merchant Partners.

Responsibilities

• Owning and expanding a portfolio of high-value enterprise partnerships, driving growth across GMV, profitability, transaction volume, and new user acquisition.
• Developing strategic account plans for top merchants, grounded in data and market intelligence, with clear performance targets and co-marketing activations.
• Partnering with client executives to shape omnichannel payment strategies, integrating Zip’s BNPL capabilities across online, in-store, and mobile channels.
• Leading joint business reviews (QBRs) and presenting actionable insights — highlighting performance metrics, benchmarking trends, and strategic recommendations that influence executive decision-making.
• Driving cross-sell and up-sell motions across the merchant’s organization by aligning Zip’s expanding suite of solutions (BNPL, Pin8, marketing placements, and consumer insights) with evolving merchant needs.
• Acting as the voice of the customer internally — partnering with product, analytics, and marketing to identify feature opportunities, resolve friction points, and inform future innovation.
• Collaborating with Zip’s global teams to scale best practices across markets, ensuring consistency in execution and delivery excellence.
• Managing long-term commercial renewals and contract negotiations to secure favorable, mutually beneficial terms
• Leverage AI-powered insights and predictive analytics to identify growth opportunities, forecast merchant performance, and personalize partnership strategies that drive measurable GMV and adoption outcomes

Benefits

• Flexible working culture
• Incentive programs
• 20 days PTO every year
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees