Director, Enterprise Solution Engineering

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.

Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the worlds leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, were focused on developing cutting-edge technology, expanding into new global markets, andabove alldriving incredible value for our customers. Join us!

The Role

This is a high-impact leadership role. Youll lead our Strategic Segment Sales Engineering team, the group responsible for our most complex and high impact opportunities. These deals involve a multitude of stakeholders across procurement, finance, legal, risk, IT and more, each with unique needs and priorities. Success in this role requires both executive-level presence and hands-on coaching ability. A balance is required of someone who can command an executive-level meeting while also upleveling our SEs to run sharper discovery, deeper understanding of customer challenges and deliver more compelling demos that speak to the uniqueness of each client's needs.

If youre motivated by category creation, thrive in complexity, and love building teams that win at the highest levels of enterprises, this role offers a rare opportunity to have a substantial impact.

What Youll Do

• Lead & Inspire: Build, lead, and grow a team of Sales Engineers focused on our largest and most strategic enterprise accounts.

• Coach Relentlessly: Actively develop SE talent, setting and raising the bar on discovery, curiosity, storytelling, and consultative engagement. Identify gaps quickly in process and team skillsets and put plans in place to close them.

• Engage Executives: Partner with AEs to run strategic conversations with C-suite leaders across procurement, IT, and finance. Translate our platforms capabilities into high impact business outcomes.

• Elevate Discovery & Demo: Shift the team from demo-first to discovery-first. Ensure every customer interaction uncovers deeper pain and links directly to measurable ROI.

• Bring Technical Depth: Maintain credibility with enterprise IT stakeholders. Understand how our AI orchestration platform integrates with complex enterprise tech stacks.

• Be a Trusted Advisor: Represent the voice of the customer internally, helping shape product direction and influencing go-to-market strategy.

• Drive Category Differentiation: Help enterprises understand and embrace procurement orchestration as a new, strategic capability.
  

What You Bring

• Leadership Experience: 35+ years leading enterprise Sales Engineers / Solution Consultants in high-complexity, multi-stakeholder sales cycles.

• Executive Presence: Track record of engaging and influencing senior executives at Fortune 1000 / Global 2000 organizations.

• Coaching DNA: A natural teacher who can spot talent, instill curiosity, and turn SEs into trusted advisors, not just product demonstrators.

• Consultative Mindset: Deeply inquisitive and discovery-driven, able to model and scale a consultative approach.

• Technical Credibility: Strong understanding of enterprise IT ecosystems (ERP, procurement, finance, SaaS integrations, data/security considerations). Comfortable navigating CIO/CTO conversations.

• Business Acumen: Ability to connect technical solutions to strategic business outcomes and large-scale ROI.

• Category Curiosity: Familiarity with procurement, supply chain, or enterprise SaaS is a plus, but the ability to learn fast and articulate new concepts is essential.
  

Why This Role?

• Impact at Scale: Influence how the largest enterprises in the world transform procurement.

• Shape a Category: Help define and grow procurement orchestration as a strategic business capability.

• Lead a High-Visibility Team: Your team sits at the center of our most strategic accounts, where success has outsized impact.

• Grow With Us: Competitive compensation, benefits, and a chance to grow your career in a category-defining company.

The salary range for this role is $285,000-$325,000 OTE. 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, were committed to providing our employees with everything they need to do their best work.

• ???? Start-up equity

• ???? Full health, vision & dental coverage

• ???? Team building events & happy hours

• ???? Flexible PTO

• ???? Apple equipment plus home office budget

• ???? 401k plan

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!