Senior Director of EMEA Commercial Sales

Job Description

Senior Director, Commercial Sales | Zip

The Tone:
This is a full-time role at Zip, located in London, United Kingdom, requiring three days per week in the central London office. Zip is an AI platform for enterprise procurement, designed to help companies secure resources faster by orchestrating procurement across teams, tools, and suppliers with AI agents. This Senior Director role is crucial for leading and scaling Zip’s Commercial business across EMEA, transforming it into a predictable growth engine.

The TL;DR
• Role: Full Time
• Location: Hybrid – London, United Kingdom
• Team: Initially leads two frontline Commercial Sales Managers and their teams of Account Executives.
• Mission: Owns the performance of EMEA Commercial end to end, including revenue, pipeline, forecast, talent, and geographic expansion.

What You’ll Actually Do
• Performance Ownership: Deliver new-business revenue targets for EMEA Commercial through your direct reports and their teams.
• Manager Development: Coach frontline sales managers on pipeline management, forecasting, and team performance optimization.
• Market Expansion: Scale the Commercial business across Europe, determining coverage, adding teams, and building local leadership.
• Pipeline Strategy: Proactively manage pipeline creation and quality, identifying and addressing future gaps early.
• Operational Rigor: Drive rigorous forecasting and operational discipline to build a predictable business.

The Must-Haves
• Background: Senior Director level B2B technology sales leadership, specifically managing frontline sales managers.
• Experience: 7+ years in B2B technology sales, including 2+ years in second-line sales leadership. Proven track record of exceeding revenue targets and scaling sales organizations across territories or countries.
• Skills: Strong experience with pipeline management, forecasting, sales process, territory design, productivity metrics, and performance management. Executive presence and ability to build credibility with senior customer stakeholders.
• Bonus: Experience building sales teams in new European markets outside the UK; Leading a high-velocity Commercial or mid-market SaaS organization; Selling to Procurement, Finance, IT, or Legal buyers; Scaling an EMEA business from an early presence to a substantial pan-European operation.