Account Executive, Large Enterprise

Zapier • San Francisco, CA

1d • Remote

About The Position

As a Large Enterprise Account Executive, you’ll support Ryan Kaschak as a foundational member of Zapier’s Large Enterprise Sales team. In this role, you'll help to define, build, and execute our strategy for selling to large organizations (5,000+ employees). You’ll be at the forefront of the automation & AI revolution, working closely with engineering leaders, product teams, finance operators, and C-suite executives to drive strategic digital transformation initiatives.
You’ll navigate complex multi-stakeholder sales cycles, engaging both executive buyers and technical end users. A successful Large Enterprise AE at Zapier is comfortable operating in an environment with little existing process or playbook, thrives in ambiguity, and collaborates cross-functionally to ensure customer success.
If you want to advance your career at a fast-growing, profitable, impact-driven company, read on…

Requirements

• 8+ years of enterprise software sales experience, with a focus on technical sales to product, engineering, and IT teams.
• Proven track record of closing large enterprise deals (>$250K) and consistently meeting or exceeding SaaS or Infrastructure quotas of $1.5M or greater.
• Deep understanding of APIs, AI, integrations, and automation technologies, with the ability to clearly articulate their impact on modern tech ecosystems.
• Experience selling technical infrastructure, developer tools, or horizontal SaaS solutions to multi-stakeholder organizations.
• You're naturally curious about AI and regularly experiment with different AI tools to drive efficiency in your day-to-day work or personal life.
• Strong business acumen, with the ability to communicate the ROI of automation to finance and executive stakeholders.
• Excellent communication skills, both with customers and internal teams.
• Self-motivated and adaptable, thriving in fast-paced, high-growth environments with minimal structure.

Responsibilities

• Own the entire sales cycle for enterprise accounts, from prospecting and discovery through technical validation, commercial negotiation, and close.
• Build and maintain relationships across customer organizations, engaging stakeholders from developers and product managers to CEOs and CIOs.
• Lead strategic discussions with executives on the impact of automation, integration, and tech stack efficiency, while diving deep into technical implementation details with end users.
• Develop executive-level business cases, articulating the ROI of automation and integration at scale.
• Navigate complex organizational dynamics, building consensus among technical and business stakeholders.
• Collaborate cross-functionally with Solutions Engineers, Product Marketing, RevOps, Demand Generation, and Leadership to drive sales and refine our Enterprise go-to-market strategy.
• Contribute to product strategy by synthesizing customer feedback and influencing our roadmap for enterprise-focused solutions.
• Own sales activity and revenue forecasting in HubSpot, ensuring accurate pipeline management and deal progression.
• You’ve used AI tooling for work or personal use—or you are willing to dive in and learn fast. You explore new tools, workflows, and ideas to make things more efficient, and are eager to deepen your understanding of AI and use it regularly.

Benefits

• Work with a fast-growing, profitable company leading the no-code automation space.
• Play a pivotal role in shaping our Enterprise Sales strategy and driving Zapier’s expansion upmarket.
• Engage with top-tier enterprise customers and solve complex automation challenges.
• Collaborate with an exceptional team in a fully remote, flexible work environment.
• Competitive salary, generous benefits, and a strong culture of growth and learning.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed