Senior Sales Programs Manager

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 building its sales programs function from the ground up, and this is the role that makes it real. As our first Senior Sales Programs Manager, you will own the design and delivery of coordinated, multi-quarter programs that move the revenue needle — across pipeline generation, pipeline acceleration, and closed-won outcomes. This is not a content or enablement role. It is an orchestration role: you are the quarterback for cross-functional program execution, and your credibility comes from operating at the intersection of field sales and GTM strategy. You will succeed here if you combine genuine field intuition with the discipline to build and run an operating model. You understand how enterprise deals move, which means you can design programs that map to real buyer and seller behavior — not theoretical frameworks. You are equally comfortable in a room with a segment VP as you are with a BDR team. You know that last-mile activation is the only thing that separates a program from a deck, and you build accordingly. This role reports to the Senior Director of GTM Operations and works in close partnership with sales leadership, marketing, enablement, solutions engineering, business value, and BDR. You will operate with significant autonomy in a highly ambiguous environment — there is no playbook yet. You are building it. YOU WILL - Design and own quarterly sales programs end-to-end — from target account selection and gap analysis through cross-functional asset coordination, field enablement, biweekly progression calls, and post-program attribution. - Serve as the GTM quarterback for each program: set the agenda, align marketing, BDR, enablement, SE, business value, and partners to a single operating cadence, and hold the cross-functional pod accountable to delivery. - Build and maintain the program operating model — the planning calendar, the bill of materials (BOM) framework, the progression call structure, and the pipe council integration — starting from zero. - Partner with sales leadership and the CRO to identify the top 1-2 pipeline and revenue gaps each quarter that programs can address, and translate those priorities into well-scoped, executable programs. - Own program measurement: define the target account snapshot at launch, track pipeline generation and progression metrics, and produce clear attribution analysis that connects programmatic activity to revenue outcomes. - Build outcome maps that connect Zip's platform capabilities to the business goals of executive buyers by vertical — enabling AEs and SEs to have conversations at the CFO and CPO level, not just with procurement. - Drive last-mile field adoption: design enablement requirements for each program, brief field captains, and ensure that every FLM and AE can articulate what program is active and why it matters to their book. QUALIFICATIONS - Proven track record in enterprise field sales or strategic account management, with demonstrated ability to land and expand complex deals across multiple stakeholders and long sales cycles. - Strong cross-functional credibility and influence without authority — you have coordinated marketing, BDR, enablement, and solutions teams toward a shared goal and held them to a shared operating cadence. - Deep understanding of enterprise GTM motion: pipeline generation, mid-funnel acceleration, and expansion plays; familiarity with how FLMs inspect pipeline and what drives rep adoption of new motions. - Structured, program-level thinking: you can translate a revenue gap into a scoped, time-bound initiative with clear owners, milestones, and success metrics — and then run it to completion. - Executive presence: comfortable presenting program strategy and performance to segment VPs and CRO-level stakeholders, and capable of earning a seat at the table with senior GTM leadership. - Activation bias: you hold a strong opinion that analysis without field execution is worthless, and your track record reflects programs that drove measurable pipeline and revenue, not just polished assets. 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. The salary range for this role is $153,000 - $225,750. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise. PERKS & BENEFITS At Zip, we're committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 Health, vision & dental coverage - 🚠 Team building events & happy hours - 🌴 Flexible PTO - 💻 Apple equipment plus home office budget We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!