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 Account Executive Role

As an Account Executive at Zeplin you’ll define and own the value-based sales cycle for our new logo customers, and work to significantly expand customer adoption, too. You’ll work with leading product teams at the world’s largest design-led companies.
 
You’ll establish and build relationships with technical decision-makers, as well as users, to build new deals. As the trusted advisor to new Zeplin customers, you’ll lead customers on their journey from their first Zeplin user to the standardization of Zeplin across all of their teams.
 
Companies like Airbnb, Starbucks, Box, and Autodesk rely on Zeplin to deliver on the promise of design. Having recently surpassed 4 million users, we are growing our crew 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 solution throughout the adoption cycle
  • Achieve monthly & quarterly quotas for new and renewal ARR
  • Convert non-paying and individual customers to broader, company-wide annual agreements through proactive value-based selling, working across multiple stakeholders, including procurement, security, and IT, as well as key business executives within product & design teams such as the VP of Product and VP of Design
  • Monitor product sign-up trends, helping prioritize high-value leads and opportunities and capturing feature gaps based on feedback
  • Activate user energy for Zeplin by conducting periodic events and outreach together with Zeplin CSMs, 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 success
 

Requirements

  • Established success in enterprise SaaS sales, working with Fortune 1000 companies and developing relationships with Economic Buyers and Executive Sponsors
  • Experience selling 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
  • Highly driven and competitive, you will have a strong desire to be successful both individually and as a team by helping others leverage your experience
  • Mastered a value-based approach to selling, such as Command of the Message or Challenger Selling
  • Fast learner, ability to deeply understand complex technology landscapes, and a high EQ
  • 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 techniques
  • Great collaboration and communication skills, seeking help from teammates to accomplish goals
About Zeplin
 
Zeplin 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.

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