Manager of Emerging Sales, Zapier
$199.4-319.2k
OTE
Salary applicable to US applicants only, for Canadian applicants the OTE range is CA$199.4K – CA$319.2K
Workflow automation service
Posted today
Workflow automation service
1001+ employees
Posted today
$199.4-319.2k
OTE
Salary applicable to US applicants only, for Canadian applicants the OTE range is CA$199.4K – CA$319.2K
1001+ employees
Company mission
Zapier's mission is to Make Automation Work for Everyone!
Role
Who you are
- A successful Sales Manager has demonstrated success as both a seller and leader, and takes ownership for the outcomes of the sales program
- You’ve led quota-carrying AEs for at least 2 years and bring 5+ years of SaaS sales experience overall. You’re comfortable managing sellers who operate across inbound and outbound channels, selling $50K+ deals into complex orgs
- You have a strong grasp of selling products like Zapier: flexible, horizontal platforms that require deep discovery and solution alignment across technical and non-technical buyers
- You’re credible with both IT and business stakeholders—comfortable discussing APIs, integrations, AI, compliance, and platform extensibility. You help AEs navigate these conversations with confidence
- You thrive in evolving environments and bring structure to ambiguity. You’ve helped build or scale sales motions before and enjoy testing new ideas, playbooks, and GTM strategies
- You understand the impact of AI and automation in modern sales and customer workflows. You experiment with tools and encourage your team to leverage technology to work smarter
- You’re a strong communicator who builds trust, aligns internal stakeholders, and fosters cross-functional success. You model accountability and clarity in a remote-first setting
- You’re energized by Zapier’s mission to democratize automation and excited to shape our growth with customers who are just beginning their automation journey
What the job involves
- Zapier is hiring a Sales Manager to join our Sales and Customer Success org. In this role, you’ll lead an Emerging Sales team responsible for selling Zapier’s AI Orchestration platform offerings to customers across the globe
- The Emerging Sales team targets customers who have between 250-999 employees, and is responsible for net new logos and expansion
- Manage a team of Account Executives selling Zapier’s automation platform to customers in the 250–999 employee range. Guide the team to success across both inbound and outbound motions, ensuring consistent attainment of revenue goals
- Recruit, coach, and ramp quota-carrying AEs with strong product acumen, technical fluency, and a builder mindset. Instill a culture of ownership, experimentation, and continuous learning
- Provide hands-on coaching across pipeline generation, discovery, multi-threading, and closing. Help AEs become fluent in selling to both executive-level decision-makers and technical end users
- Oversee AE execution of strategic adoption plans with support from Solutions Engineers, Customer Success, Marketing, and Product. Drive increased adoption, retention, and expansion by aligning with buyer needs across IT, operations, and business functions
- Drive rigor in pipeline inspection, forecasting, and activity hygiene using tools like HubSpot. Set clear expectations, run consistent deal reviews, and manage performance with clarity and empathy
- Partner with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies. Represent the AE perspective in strategic planning and process design
- Maintain executive-level relationships with high-potential accounts and bring customer voice back to Product, influencing roadmap priorities that align with real-world use cases and needs
- Codify what works—sharpen our approach to horizontal use cases, improve qualification and objection handling frameworks, and build repeatable sales motions for Zapier’s emerging enterprise segment
Application process
- All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional
- Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process
- After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter!
- The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled
Our take
Even before remote working became the "in thing", freelancers, small business owners, and large organisations have found themselves needing more and more software platforms to serve their operations needs. As people used more software services, Zapier founders saw the need to connect the actions between these softwares and save everyone some time.
Zapier is the largest integration and automation tool for businesses. Since being founded, Zapier has grown its suite of automation offerings across almost every mainstream software service. The company is one of the most successful to come out of Y Combinator, and has also been one of the pioneers of remote working.
Zapier has so far, been able to capitalise heavily on its advantage as first entrants and has had very little actual competition. Software services aren't going anywhere anytime soon and organisations are only going to need more of them. This puts Zapier in a strong place growth-wise but also opens up room for bolder companies to get in on the action. Companies like Airtable and Integromat are already preying on more niche segments of Zapier's market share.
Freddie
Company Specialist at Welcome to the Jungle
Insights
38% employee growth in 12 months
Company
Funding (1 round)
Oct 2012
$1.3m
SEED
Total funding: $1.3m
Company benefits
- Work from anywhere
- Bonus program
- Unlimited vacation policy
- Great healthcare + dental + vision coverage*
- Retirement plan with company match*
- Stock options for every Zapien**
- 2 annual company retreats to awesome places
- 14 weeks paid leave for new parents
- Home office setup stipend
- Professional development allowance
Additional info
- As a fully remote company with 800+ team members across 40+ states, 38 countries, and 18+ timezones, we’ve adopted a culture of asynchronous work. This work style allows teams to collaborate effectively across locations, time zones, skills, and each individual’s energy levels, and empowers employees to work in a setting that fits their needs. In practice, we live on Slack, with most conversations in public channels. It mimics the open-office feel and allows everyone to search the chat logs if they need to find something that happened when they weren’t around
Leadership
Wade Foster
(CEO & Co-Founder)Prior to co-founding Zapier, wasEmail Marketing Manager with Veterans United Home Loans, and Customer Development Lead at The Idea Works.
Bryan Helmig
(CTO & Co-Founder)Was previously Product Dev/Manager at Veterans United Home Loans.
Mike Knoop
(Co-Founder)Was CPO and Head of Labs at Zapier before becoming President. Previously was a Graduate Research at the University of Missouri.
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