Manager, Emerging Sales

About the Role

Join Zapier as a Manager, Emerging Sales, to lead a high-performing team focused on expanding our AI Orchestration platform's reach to mid-market customers. This pivotal role offers the opportunity to drive significant growth and shape the future of automation for businesses globally.

Responsibilities

• Lead and develop a high-performing team of Account Executives, ensuring consistent attainment of revenue goals for Zapier's automation platform.
• Recruit, coach, and onboard exceptional quota-carrying AEs, fostering a culture of ownership and continuous learning.
• Provide hands-on coaching across the full sales funnel, from pipeline generation to closing, enabling AEs to sell effectively to both executive and technical stakeholders.
• Oversee strategic execution of adoption plans, collaborating with Solutions Engineers, Customer Success, Marketing, and Product to drive increased adoption, retention, and expansion.
• Drive operational excellence in pipeline inspection, forecasting, and activity management using tools like HubSpot.
• Collaborate cross-functionally with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies.
• Act as a customer champion, maintaining executive relationships with key accounts and influencing product roadmap priorities.
• Refine and scale sales playbooks, improving qualification, objection handling, and building repeatable sales motions for the emerging enterprise segment.

Requirements

• Minimum of 2 years of experience leading quota-carrying Account Executives and 5+ years of overall SaaS sales experience.
• Proven ability to manage sellers across inbound and outbound channels, closing deals of $50K+ within complex organizations.
• Strong understanding of horizontal SaaS, AI, and automation platforms, with experience in solution alignment for both technical and non-technical buyers.
• Technically conversant and business-savvy, comfortable discussing APIs, integrations, AI, compliance, and platform extensibility with diverse stakeholders.
• Possess a builder mentality, thriving in evolving environments and bringing structure to ambiguity, with a track record of scaling sales motions.
• AI-curious and experimentation-driven, leveraging technology to enhance sales processes and team performance.
• Excellent communication and collaboration skills, capable of building trust, aligning internal stakeholders, and fostering cross-functional success in a remote-first environment.