Senior Sales Programs Manager

Zip

3d•$153,000 - $225,750

About The Position

Zip is building its sales programs function from the ground up. As its first Senior Sales Programs Manager, you will design and deliver coordinated, multi-quarter programs that support pipeline generation, pipeline acceleration, and closed-won outcomes. The role focuses on cross-functional program orchestration rather than content creation or enablement alone, combining field sales intuition with disciplined operating-model development. You will work with significant autonomy in an ambiguous environment, building the program approach and operating model from scratch. The position reports to the Senior Director of GTM Operations and partners closely with sales leadership, marketing, enablement, solutions engineering, business value, and BDR. Success requires an understanding of enterprise deal dynamics and the ability to drive practical field activation and measurable revenue outcomes.

Requirements

Proven track record in enterprise field sales or strategic account management, including landing and expanding complex deals involving multiple stakeholders and long sales cycles.
Strong cross-functional credibility and ability to influence without authority, coordinate marketing, BDR, enablement, and solutions teams, and establish a shared operating cadence.
Deep understanding of enterprise go-to-market motions, including pipeline generation, mid-funnel acceleration, and expansion plays.
Familiarity with how FLMs inspect pipeline and what drives representatives to adopt new motions.
Ability to translate revenue gaps into scoped, time-bound initiatives with clear owners, milestones, and success metrics, and to run those initiatives through completion.
Executive presence and comfort presenting program strategy and performance to segment VPs and CRO-level stakeholders.
Demonstrated activation bias, with a track record of programs that drove measurable pipeline and revenue through field execution.

Nice To Haves

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.

Responsibilities

Design and own quarterly sales programs end-to-end, from target account selection and gap analysis through asset coordination, field enablement, biweekly progression calls, and post-program attribution.
Lead cross-functional program execution by setting agendas, aligning marketing, BDR, enablement, solutions engineering, business value, and partners to a shared operating cadence, and holding the program pod accountable.
Build and maintain the program operating model, including the planning calendar, bill-of-materials framework, progression call structure, and pipe council integration.
Partner with sales leadership and the CRO to identify priority pipeline and revenue gaps each quarter and translate them into scoped, executable programs.
Define target-account snapshots, track pipeline generation and progression metrics, and produce attribution analyses connecting program activity to revenue outcomes.
Develop outcome maps connecting Zip platform capabilities to executive buyers’ business goals by vertical, supporting AE and SE conversations at the CFO and CPO level.
Drive field adoption by defining program enablement requirements, briefing field captains, and ensuring FLMs and AEs understand active programs and their relevance to their accounts.