Own Enterprise West's new business revenue targets, driving consistent quarter-over-quarter performance through a team of first-line sales managers.
Define and execute the go-to-market strategy for the West territory — market prioritization, pipeline coverage targets, competitive positioning, and cross-functional resource deployment.
Hire, develop, and performance-manage a team of first-line Enterprise Sales managers, building a culture of accountability, coaching, and continuous improvement.
Serve as an executive presence in key strategic deals — engaging with C-level buyers, shaping deal strategy, and helping your managers close the most complex and high-value opportunities in the region.
Drive rigorous forecast discipline and pipeline hygiene across the West org, delivering accurate and credible business reporting to GTM leadership.
Partner with Business Development, Solution Engineering, Advisory, Marketing, and Zip's Partner network to build and accelerate pipeline across the territory.
Identify structural gaps in coverage, capacity, and capability — and close them quickly through hiring, coaching, or process changes.

Proven track record of leading first-line sales managers and delivering consistent revenue performance across a large geographic territory in enterprise SaaS.
Demonstrated success building and scaling enterprise sales teams during a period of rapid growth — you have operated in a build/scale environment and know what it takes to do it well.
Strong command of enterprise sales motions, including value-based selling, multi-threaded executive engagement, and complex procurement cycles with large enterprise buyers.
Operates with high forecast discipline and a rigorous approach to pipeline management, territory planning, and performance accountability.
Executive presence and credibility with C-level buyers — comfortable engaging at the senior-most levels of a prospect or customer organization.
Proven ability to recruit top-tier sales talent and develop managers who consistently outperform.
Demonstrated track record of building and scaling a repeatable pipeline generation framework across a sales org — including prospecting motion, coverage standards, and the coaching culture that sustains it.

Senior Director, Enterprise Sales

Key skills