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
This is a founding role on our Commercial Strategy team with a rare opportunity to build a vertical strategy from the ground up. As a GTM Strategy & Operations Senior Associate, you’ll be the tip of the spear in helping Zip identify and win in our highest-potential industries, from healthcare to financial services and beyond.
You’ll work closely with senior leaders across Sales, Marketing, and RevOps to define how Zip enters new verticals, shape the story we tell, and ensure our team is equipped with the materials and insights to sell with confidence. This is a greenfield strategy function with no playbook and no red tape. You’ll be building it.
We’re looking for someone who blends structured thinking with creativity – someone who can synthesize complex information, spot patterns in data, and craft compelling narratives that resonate with buyers. Analytical horsepower and storytelling go hand in hand in this role. You’ll move fluidly between SQL queries and customer conversations, drawing insights from pipeline performance just as comfortably as you shape the message in a first-call deck. Whether you’re diving into a new industry, building a sales asset, or diagnosing what’s working in early pipeline, you’ll bring both sides of your brain to the table.
What You’ll Do
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Be the founding force behind our vertical strategy: You will work in direct partnership with our VP of Commercial Sales to own the strategy, research, and execution for how Zip breaks into new industries. Define the frameworks, surface the insights, and help shape our GTM playbook from scratch.
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Do the deep work: Conduct in-depth research into procurement workflows, buyer personas, market dynamics, and competitors across industries. Deliver clear, concise briefs that drive strategy and execution
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Craft the story: Build vertical-specific narratives that come to life in sales decks, demo environments, and thought leadership content. Translate research and insights into materials that help AEs sell with conviction
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Get in the field: Join sales calls and discovery sessions to hear firsthand from customers. Use those insights to continuously refine our positioning and message
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Drive pipeline strategy: Partner with Sales leadership to diagnose what’s working or not in early-stage pipeline generation. Help shape AE motions, surface best practices, and double down on what drives outcomes
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Work cross-functionally at the exec level: Collaborate with Marketing, Product, and RevOps leaders to connect customer insights with GTM execution, from refining our demo environment to informing product roadmap
What We’re Looking For
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3–5 years of experience in consulting, corporate strategy, investing, or a high-impact GTM or strategy role. Prior experience in B2B SaaS or sales or marketing strategy is a plus
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A strong communicator and storyteller who can translate industry insights into compelling narratives and sales collateral
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Deeply curious and a fast synthesizer who can rapidly ramp up on unfamiliar industries, surface meaningful insights, and connect dots across research, customer feedback, and internal goals
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Comfortable in front of a customer and thrives in live sales conversations, helping shape the message in real time
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Analytical and structured with strong proficiency in Excel or Sheets. Familiarity with SQL is a plus or willingness to learn quickly
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Energized by ambiguity and excited to build in a greenfield environment, figure out what good looks like, and iterate fast
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Collaborative and low ego. You enjoy working across teams, know when to lead and when to follow, and always keep the company’s goals front and center
The salary range for this role is $130,000 – $170,000. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.
Perks & Benefits
At Zip, we’re committed to providing our employees with everything they need to do their best work.
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Start-up equity
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Full health, vision & dental coverage
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Team building events
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Flexible PTO
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Apple equipment plus home office budget
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401k plan
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!