Account Executive, Large Enterprise - Remote Eligible
Zapier
AI at Zapier
At Zapier, we build and use automation every day to make work more efficient, creative, and human. So if you're using AI tools while applying here - that's great! We just ask that you use them responsibly and transparently.
Check out our guidance on How to Collaborate with AI During Zapier's Hiring Process, including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to.
Zapier is on a mission to make automation accessible to everyone. As a leader in no-code automation, we empower businesses to streamline their workflows and integrate their tech stacks effortlessly. With Zapier, companies can enhance efficiency, scale operations, and unlock new revenue opportunities—all without writing code.
As we continue expanding upmarket, we are building a world-class Enterprise Sales team to drive strategic adoption among large-scale organizations. You'll be joining a high-growth, profitable company with an ambitious vision, working alongside experienced leaders who have successfully scaled teams at top SaaS companies.
About the Role
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…
Things You'll Do:
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.
About You
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.
You use AI in your work today — not occasionally, but as part of how you operate at a high level. You can point to workflows you've built, how your approach has evolved through iteration, and the impact on quality, efficiency, and experience — while intentionally applying AI for the right outcomes, setting a high bar for outputs, and taking ownership of what ships.
Why Join Us?
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.
If you're excited about helping enterprises unlock the power of automation, we'd love to hear from you!