Senior Business Development Manager

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 world’s 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, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

Your Role

Zip is looking for a creative and motivated Manager of our Business Development Team in Toronto with experience building and leading teams that are responsible for generating outbound interest and qualifying interest for our go-to-market teams.

As a Manager of our Business Development (BDR) Team, you will lead and manage a team of Business Development Representatives (BDRs). Our BDRs conduct cold outreach to generate interest in Zip and this role will focus highly on providing strategic guidance on how to qualify and sell Zip as a must-have tool to prospects. You will partner closely with the Director of BD and the Sales Leadership Team to collaborate on account strategies while consistently achieving monthly quotas at the team level.

Since this role will make a large impact on our team, we’re looking for someone with proven success in past sales leadership roles such as achieving quota consistently, hiring and developing salespeople, experience with tech sales, and seeing the value of strong customer relationships within a sales process.

If you have a proactive customer-first mentality with the passion to demonstrate Zip’s commitment to our merchants, are committed to our values, and want to lead and mentor best-in-class sales teams while executing at a high level, we’d love to talk to you! Applicants should have a growth mindset and be excited to work collaboratively across the Revenue and Product organization.

Qualifications

• 2+ years of experience leading Sales Development or Business Development teams of 5 or more

• Deep knowledge of Sales Engagement Platforms like Outreach.io or Salesloft

• A consistent track record of exceeding sales pipeline goals

• Experience in developing and implementing strategic processes and enablement materials to increase team efficiencies 

• Deep understanding of Outbound Sales Development including email copywriting, cold calling, objection handling, and qualifying

• Experience managing and coaching junior sales employees and a genuine motivation to help facilitate the career growth of others both personally and professionally

• Open to working in an office environment 5x a week

Nice to Haves

• Tech experience or proven success in a fast-paced environment

• An ability to celebrate change and embrace accountability

• Tech sales experience with a deep understanding of creating and fostering an exciting team culture 

• Technical expertise and ability to acquire knowledge of new products and be able to articulate the value in an outbound prospecting motion 

• Demonstrated ability to manage through change and help others learn how to celebrate wins together

• Excellent written and verbal communication skills with a paramount focus on detail 

• Experience with Salesforce, Outreach, ZoomInfo, Gong, and/or SalesNavigator

Within 2 weeks, you will...

• Complete Zip’s new hire training & onboarding program alongside other new Zip team members

• Gain a broader understanding of our products and how your role fits into the organization

• Partner with the Director of Business Development on key success metrics for your role and how you will measure against them

• Partner with the Director of Business Development to discuss your personal and professional goals 

• Deeply familiarize yourself with your BDR Team and begin plans for coaching, 1:1s, Enablement, and more

• Begin developing familiarity with our business, platform, and applications, as well as our company’s key metrics 

• Meet the BDR team in 1:1s to understand each individual’s current challenges and areas of opportunity 

• Educate yourself on the current team structure, goals, and strengths/weaknesses 

• Acclimate yourself to the day-to-day responsibilities of Zip’s Business Development team by shadowing team members, listening to recorded customer calls, and working closely with our Sales Leadership Team

• Create a coaching and mentorship plan for your BDR team

Within 1 month, you will...

• Create, maintain, coach, and mentor your BDR team to perform to a high standard 

• Begin coaching and mentoring the team with call shadowing and role-plays to help them improve, both professionally and personally

• Educate yourself on our business model, outbound selling motion, and outreach approach by working on a small book of business to understand the team’s headspace

• Understand the KPIs that are driving the business and have a familiarity with how to manage each individual on your team to them

• Gain an understanding of our typical hiring profile and create a vision for how to raise the bar with all future hiring for the BDR team

• Meet with leaders throughout the Revenue organization who share responsibility for obtaining similar targets and identify key areas of opportunity 

• Partner with the Director of BD to streamline onboarding and process throughout the org

Within 2 months, you will...

• Achieve department standards that include activity metrics and pipeline generation

• Establish a strong understanding of sales enablement, create/analyze team reports, identify coaching opportunities, and improve processes org-wide 

• Create an early concept of the future plan for your team and begin prioritizing

• Meet agreed-upon goals and targets relating to revenue targets and team productivity

• Continue to develop your team, both personally and professionally

• Consistently reflect on your own skill and development gaps 

• Communicate team feedback to the Director of BD 

• Step up as a leader to share best practices across the sales organization and help others grow from your experiences

• Become a key stakeholder in Zip’s growth as we continue to scale our core business

Within 6-12 months, you will...

• Measure initial process improvements and make adjustments where appropriate

• Have built strong cross-departmental relationships within our revenue team including Revenue Leadership, Revenue Operations, Marketing, and Product, etc

• Exceed agreed-upon goals and targets relating to revenue targets and team productivity

• Continue to develop your team, both personally and professionally

• Become a Zip expert to confidently speak to ever-changing trends, new product features, and platform enhancements to help our customers accomplish their goals

• Inspire the team to exceed targets by closely monitoring and managing our process consistency

• Obtain solicited and unsolicited feedback and act upon peer, customer, and leadership feedback

• Be recognized as a subject matter expert and leader at Zip

• Work with the Director of BD to establish and begin executing the long-term plan for the BDR team including college recruitment, team process, scaling an org internationally

• Promote members on your team and begin creating a bench of new talent

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

• 🍽️ Catered lunches & dinners for TO employees

• 🚠 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!