Manager, Mid Market Sales at Zapier

This role is designed for an experienced SaaS sales leader with at least 2 years of management experience and a total of 5+ years in the industry. You are the i

Work type: remote

Location: NAMER

Salary: $258,000 – $335,000/yr

Type: Full-time

Summary

This role is designed for an experienced SaaS sales leader with at least 2 years of management experience and a total of 5+ years in the industry. You are the ideal candidate if you have a "builder" mindset and are comfortable leading teams through complex, multi-stakeholder deals ($50K+) within the Mid-Market (1–999 employees) segment. Since Zapier is a horizontal platform, you’ll need a strong technical grasp of APIs, integrations, and the emerging AI landscape to bridge the gap between IT and business users. The compensation is highly competitive, ranging from **$258,000 to $335,000**, and the company offers a fully remote culture within North America. You’ll be joining at a pivotal time as the company pivots toward an "AI Orchestration" platform, giving you significant influence over new go-to-market playbooks and the opportunity to lead a team in a high-growth, profitable environment. **You might be a good fit if you...** * Have successfully managed Account Executives in a high-volume inbound and outbound SaaS environment. * Are comfortable discussing technical topics like automation, compliance, and platform extensibility. * Enjoy experimentation and building structured processes out of ambiguity. * Thrive in a remote-first setting and value a transparent, asynchronous work culture.

Job Description

## AI at Zapier

At [Zapier](https://zapier.com/about), 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](https://zapier.com/l/jobs/ai-at-zapier), including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to.

Job Posted: 2/24/2026

Location: United States & Canada

Hi there!

Zapier is hiring a Sales Manager to join our Sales and Customer Success org. In this role, you’ll lead a Mid Market Sales team responsible for selling Zapier’s AI Orchestration platform offerings to customers across the globe. The Mid Market Sales team targets customers who have between 1-999 employees, and is responsible for net new logos and expansion. A successful Sales Manager has demonstrated success as both a seller and leader, and takes ownership for the outcomes of the sales program.

If you want to advance your career at a fast-growing, profitable, impact-driven company, read on…

• [Our Commitment to Applicants](https://zapier.com/jobs/our-commitment-to-applicants/)

• [Culture and Values at Zapier](https://zapier.com/jobs/culture-and-values-at-zapier/)

• [Zapier Guide to Remote Work](https://zapier.com/learn/remote-work/)

• [Zapier Code of Conduct](https://zapier.com/jobs/zapier-code-of-conduct/)

• [Diversity and Inclusivity at Zapier](https://zapier.com/jobs/working-on-diversity-and-inclusivity/)

• Lead and Develop a High-Performing Emerging AE TeamManage a team of Account Executives selling Zapier’s automation platform to customers in the 1–999 employee range. Guide the team to success across an inbound motion, ensuring consistent attainment of revenue goals.

• Hire and Onboard Exceptional TalentRecruit, coach, and ramp quota-carrying AEs with strong product acumen, technical fluency, and a builder mindset. Instill a culture of ownership, experimentation, and continuous learning.

• Coach for Full-Funnel MasteryProvide hands-on coaching across pipeline generation, discovery, multi-threading, and closing. Help AEs become fluent in selling to both executive-level decision-makers and technical end users.

• Elevate Strategic ExecutionOversee AE execution of strategic adoption plans with support from Solutions Engineers, Customer Success, Marketing, and Product. Drive increased adoption, retention, and expansion by aligning with buyer needs across IT, operations, and business functions.

• Operational ExcellenceDrive rigor in pipeline inspection, forecasting, and activity hygiene using tools like HubSpot. Set clear expectations, run consistent deal reviews, and manage performance with clarity and empathy.

• Collaborate Cross-FunctionallyPartner with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies. Represent the AE perspective in strategic planning and process design.

• Act as a Customer ChampionMaintain executive-level relationships with high-potential accounts and bring customer voice back to Product, influencing roadmap priorities that align with real-world use cases and needs.

• Refine and Scale PlaybooksCodify what works—sharpen our approach to horizontal use cases, improve qualification and objection handling frameworks, and build repeatable sales motions for Zapier’s emerging enterprise segment.

• Experienced Sales LeaderYou’ve led quota-carrying AEs for at least 2 years and bring 5+ years of SaaS sales experience overall. You’re comfortable managing sellers who operate across inbound and outbound channels, selling $50K+ deals into complex orgs.

• Fluent in Horizontal SaaS, AI and AutomationYou have a strong grasp of selling products like Zapier: flexible, horizontal platforms that require deep discovery and solution alignment across technical and non-technical buyers.

• Technically Conversant & Business-SavvyYou’re credible with both IT and business stakeholders—comfortable discussing APIs, integrations, AI, compliance, and platform extensibility. You help AEs navigate these conversations with confidence.

• Builder MentalityYou thrive in evolving environments and bring structure to ambiguity. You’ve helped build or scale sales motions before and enjoy testing new ideas, playbooks, and GTM strategies.

• AI-Curious and Experimentation-DrivenYou understand the impact of AI and automation in modern sales and customer workflows. You experiment with tools and encourage your team to leverage technology to work smarter.

• Communicator and CollaboratorYou’re a strong communicator who builds trust, aligns internal stakeholders, and fosters cross-functional success. You model accountability and clarity in a remote-first setting.

• Mission-AlignedYou’re energized by Zapier’s mission to democratize automation and excited to shape our growth with customers who are just beginning their automation journey.

• 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.

At Zapier, we believe that diverse perspectives and experiences make us better, which is why we have a non-standard application process designed to promote inclusion and equity. We're looking for the best fit for each of our roles, regardless of the type of companies in your background, so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional.

Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process.

After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter!

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