Deal Strategy and Operations Manager

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

We are looking for a strategic and operational leader to be our Deal Strategy & Operations Manager to serve as the key partner for our sales teams across EMEA and APAC.

In this role, you will be a trusted advisor to regional sales teams and you will shape the commercial structure of our transactions, ensure pricing integrity, and drive the operational cadence that allows our global sales teams to scale efficiently. You will sit at the intersection of Sales, Legal, Finance, and Product, and drive opportunities into closed deals.

What you’ll do

• Act as the primary commercial advisor for EMEA and APAC sales leaders. Review and structure complex, non-standard deals to maximize Annual Recurring Revenue (ARR) and margin.

• Own the approval workflow for regional opportunities, ensuring quotes are accurate, compliant with booking policies, while maintaining deal velocity.

• Serve as the main point of contact for deals requiring input from Legal, Finance, and Security/Compliance. You will bridge the gap between time zones to ensure HQ approvals don't slow down regional velocity.

• Ensure deal structures respect local regulations while maintaining our internal policies.

• Monitor and report on key deal metrics for the region. Identify trends and recommend strategic pivots.

• Create playbooks and training for international sales teams on deal structuring and CPQ hygiene.

• Implement key systems and process transformations to scale the order-to-cash process in a high-growth environment.

What you’ll need

• 5+ years of experience in deal desk, finance, revenue operations or sales operations positions.

• You have hands-on experience supporting EMEA and APAC go-to-market teams, with fluency in regional contracting nuances and compliance considerations.

• You have strong expertise in structuring complex SaaS and professional services deals with hybrid revenue models (subscription and usage/consumption).

• You have a solid grounding in revenue recognition principles and their impact on deal design.

• You're a clear, structured communicator who can synthesise complexity, align stakeholders, and drive decision-making in fast-moving environments.

• Comfortable working across different time zones, with a bias toward action and pragmatic problem-solving.

• You have the ability to balance strategic thinking and tactical execution, with the ability to shift between big-picture deal strategy and hands-on deal support.

• Deep familiarity with Salesforce (SFDC) and major CPQ tools.

Perks & Benefits

At Zip, we’re committed to providing our employees with everything they need to do their best work.

• 📈 Start-up equity

• 🦷 Health, vision & dental coverage

• 🌴 Flexible PTO

• 💻 Apple equipment plus home office budget

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!