Manager of Account Management, Commercial

Zip•San Francisco, CA

About The Position

Zip's Commercial Account Management team owns retention and expansion across our high-volume customer base: accounts under 2,000 employees. We're looking to expand our AM team and are hiring a Manager of Account Management to lead it. Your scope will include hiring and developing quota-carrying AMs who deepen customer relationships, drive strategic expansion, and protect retention at scale. This is a hands-on leadership role in a fast-moving segment. Our AMs are trusted advisors, product champions, and revenue drivers. The leader who runs them needs to be just as comfortable coaching a deal in real time as diagnosing a pipeline gap in the data. You'll shape the team, sharpen the process, and own a number.

Requirements

2+ years of experience leading Account Management or Sales teams with proven success hitting revenue targets.
A track record of managing high-volume customer portfolios with both velocity and quality.
Operational rigor: qualification frameworks, pipeline diagnostics, account-planning cadence, and comfort working hands-on in the data.
Experience selling into procurement, finance, accounting, IT, or legal: you understand the buyer.
Experience in fast-growth SaaS, with comfort navigating ambiguity and moving quickly.
A real passion for developing early-career sellers.

Nice To Haves

Experience selling into procurement, finance, accounting, IT, or legal.
Familiarity with Salesforce, Gong, Notion, Claude, and other modern sales tools.

Responsibilities

Hire, lead, and mentor a high-performing Account Management team to exceed retention and expansion goals (GRR, NRR).
Own forecasting and pipeline health for the segment, and work directly in Salesforce and our data tools rather than waiting on reporting.
Coach qualification discipline (COTM) and diagnose where deals stall - pipeline gaps versus execution gaps - so the team fixes the right problem.
Drive multi-threaded expansion across procurement, finance, and legal, anchored by executive sponsorship and structured account planning.
Participate in customer conversations, model strong discovery, and coach deal strategy in real time.
Design and optimize processes, KPIs, and incentives to improve AM efficiency and performance at scale.
Act as a strong voice of the customer: advocate internally to align Zip’s roadmap with customer needs.
Partner cross-functionally with Sales, CS, Product, and Marketing to drive upsell and cross-sell motions in a customer-first way.
Help scale a core GTM function as Zip enters its next phase of growth.