Manager, Emerging Sales

Zapier•San Francisco, CA

13d•Remote

About The Position

AI at Zapier At Zapier , we build and use automation every day to make work more efficient, creative, and human. So if you’re using AI tools while applying here - that’s great! We just ask that you use them responsibly and transparently . Check out our guidance on How to Collaborate with AI During Zapier’s Hiring Process , including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to. Hi there! Zapier is hiring a Sales Manager to join our Sales and Customer Success org. In this role, you’ll lead an Emerging Sales team responsible for selling Zapier’s AI Orchestration platform offerings to customers across the globe. The Emerging Sales team targets customers who have between 250-999 employees, and is responsible for net new logos and expansion. A successful Sales Manager has demonstrated success as both a seller and leader, and takes ownership for the outcomes of the sales program. If you want to advance your career at a fast-growing, profitable, impact-driven company, read on… Our Commitment to Applicants Culture and Values at Zapier Zapier Guide to Remote Work Zapier Code of Conduct Diversity and Inclusivity at Zapier

Requirements

Experienced Sales Leader You’ve led quota-carrying AEs for at least 2 years and bring 5+ years of SaaS sales experience overall. You’re comfortable managing sellers who operate across inbound and outbound channels, selling $50K+ deals into complex orgs.
Fluent in Horizontal SaaS, AI and Automation You have a strong grasp of selling products like Zapier: flexible, horizontal platforms that require deep discovery and solution alignment across technical and non-technical buyers.
Technically Conversant & Business-Savvy You’re credible with both IT and business stakeholders—comfortable discussing APIs, integrations, AI, compliance, and platform extensibility. You help AEs navigate these conversations with confidence.
Builder Mentality You thrive in evolving environments and bring structure to ambiguity. You’ve helped build or scale sales motions before and enjoy testing new ideas, playbooks, and GTM strategies.
AI-Curious and Experimentation-Driven You understand the impact of AI and automation in modern sales and customer workflows. You experiment with tools and encourage your team to leverage technology to work smarter.
Communicator and Collaborator You’re a strong communicator who builds trust, aligns internal stakeholders, and fosters cross-functional success. You model accountability and clarity in a remote-first setting.
Mission-Aligned You’re energized by Zapier’s mission to democratize automation and excited to shape our growth with customers who are just beginning their automation journey.

Responsibilities

Lead and Develop a High-Performing Emerging AE Team
Manage a team of Account Executives selling Zapier’s automation platform to customers in the 250–999 employee range.
Guide the team to success across both inbound and outbound motions, ensuring consistent attainment of revenue goals.
Hire and Onboard Exceptional Talent
Recruit, coach, and ramp quota-carrying AEs with strong product acumen, technical fluency, and a builder mindset.
Instill a culture of ownership, experimentation, and continuous learning.
Coach for Full-Funnel Mastery
Provide hands-on coaching across pipeline generation, discovery, multi-threading, and closing.
Help AEs become fluent in selling to both executive-level decision-makers and technical end users.
Elevate Strategic Execution
Oversee AE execution of strategic adoption plans with support from Solutions Engineers, Customer Success, Marketing, and Product.
Drive increased adoption, retention, and expansion by aligning with buyer needs across IT, operations, and business functions.
Operational Excellence
Drive rigor in pipeline inspection, forecasting, and activity hygiene using tools like HubSpot.
Set clear expectations, run consistent deal reviews, and manage performance with clarity and empathy.
Collaborate Cross-Functionally
Partner with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies.
Represent the AE perspective in strategic planning and process design.
Act as a Customer Champion
Maintain executive-level relationships with high-potential accounts and bring customer voice back to Product, influencing roadmap priorities that align with real-world use cases and needs.
Refine and Scale Playbooks
Codify what works—sharpen our approach to horizontal use cases, improve qualification and objection handling frameworks, and build repeatable sales motions for Zapier’s emerging enterprise segment.