Strategic Account Executive – Americas

As the Zeplin crew, we’re building an app used by tens of thousands of product teams daily.

While creating a common language for our fellow designers and developers, we care deeply about building a product that delights them.About the Zeplin Sales & Success CrewWe are a distributed team of Account Managers, Customer Success Managers, and Account Executives, all aligned around the north star of guiding our customers to be successful with Zeplin.About the Account Executive RoleAs an Account Executive at Zeplin you’ll define and own the value based sales cycle for our new logo customers.

You’ll work with some of the world’s leading product teams at the largest design-led companies.You’ll establish and build relationships with technical decision-makers as well as users to build net new deals.

As the trusted advisor to new customers on Zeplin, you’ll lead them in their journey from their first Zeplin user to ubiquitous use of Zeplin across all of their teams.Companies like Airbnb, Starbucks, Box, Autodesk, and many more, rely on Zeplin to deliver on the promise of design.

Having recently surpassed 4 million users, we are doubling our crew from 60+ to 120+ Zepliner’s in 2021 to keep up with this incredible growth.Responsibilities* Own the sales cycle from lead to close, by providing account and territory planning and establishing revenue through inbound and outbound sales interactions* Identify and build Zeplin champions to drive ubiquitous standardization of Zeplin* Build long-term relationships with top strategic customers, educating them on the value of our technology throughout the adoption cycle* Achieve monthly & quarterly quotas for lead dispositioning, pipeline generation, and closed new ARR* Converting non-paying customers to annual agreements through proactive value-based selling working across multiple stakeholders including Procurement, Security IT, as well as key business executives within Product & Design teams such as the VP of Design and VP of Product* Monitor product sign-up trends, helping prioritize high-value leads and opportunities and capturing feature gaps based on feedback* Activate user love for Zeplin by conducting periodic events and outreach together with Zeplin EDRs, offering advice on best practices and creative product solutions* Collaborate with the Zeplin Success crew on plans that drive expanded customer adoption over time and ensure customer successRequirements* 7+ years in Enterprise SaaS sales working with Fortune 1000 companies and developing relationships with Economic Buyers and Executive Sponsors* Previously sold a technical SaaS product to a range of business functions, e.g., developers, designers, marketing, product, analytics* Start-up or early-stage company experience, preferably in a product-led / freemium business model* Track record of best in class quota attainment in a “Hunter” role, we are looking for the top 20% of account management talent* Experience hitting quotas of $2M+ of ARR each year, including exceeding both Renewal ARR goals (>150% Net Retention) and New/Upsell ARR goals* Highly driven and competitive, you will have a strong desire to be successful both individually and as a team by helping others leverage from your experience* Mastered a value-based approach to selling, such as Command of the Message or Challenger Selling* Experience using the MEDDPICC qualification methodology* Fast learner, ability to deeply understand complex technology landscapes, and a high EQ* Track record of navigating Fortune 1000 customers and effectively communicating with product teams and other key stakeholders* Ability to excel in a fast paced startup environment bringing high energy, excitement and grit* Experience negotiating complex enterprise agreements and terms* Deep understanding of the motivations of product/development teams to influence their decisions by presenting compelling new technologies* Constantly learning and implementing best practices and tools on SaaS sales technique* Great collaboration and communication skills, seeking help from teammates to accomplish goalsAbout ZeplinZeplin is a connected space for product teams where they can share designs, generate specs, assets and code snippets.

In just 5 years, we’ve reached over 4 million users from thousands of product teams, including Airbnb, Dropbox, Pinterest, Microsoft and many many more.

We’re a Y Combinator startup, also backed by amazing investors like Elad Gil, Mike Maples, Kevin Hale.

We’re a small, distributed crew with offices in San Francisco, Istanbul and London, UK.Zeplin started at one small piece of the product development cycle.

In fact, designers and engineers interact at every single point from idea, all the way to production.

Our goal is to help with all the issues that a product team might face in this process.