The Role
Own and expand enterprise customer relationships through consultative selling, renewals, upselling, cross-selling, and strategic account growth. Manage renewal targets, retention, forecasting, pipeline accuracy, enterprise negotiations, and stakeholder relationships across complex organizations. Partner with Customer Success, Professional Services, Solution Strategy, and Marketing to increase adoption and customer lifetime value. The role requires market research or consumer insights experience, Salesforce proficiency, strong negotiation and forecasting skills, and travel as needed.
Summary Generated by Built In
We’re now looking for a revenue-centric, consultative Senior Director, Account Manager to own and expand our existing enterprise customer relationships. The mission of our team is to drive the adoption of Zappi's agile research solutions, demonstrating the value of persistent audience insights to help customers make better business decisions. This role is focused on year-over-year growth, expansion of enterprise accounts, and maximizing customer lifetime value.
Responsibilities
Account Expansion & Growth
- Cultivate and retain relationships with senior stakeholders within a set portfolio of accounts
- Identify new areas of growth within an organization. Growth can be defined (but not limited to) increasing existing user base, upselling to premium solutions, driving adoption within new business units and users, and cross-selling new solutions to existing users.
- Conduct in-depth discovery to understand customer innovation, advertising, and insights processes, ensuring Zappi solutions align with their strategic needs.
- Leverage a consultative selling approach to develop strategic solutions and enterprise agreements that deliver value to Zappi and the customer.
- Navigate complex enterprise organizations, working with multiple stakeholders including COEs, budget holders, senior marketers, and product leaders.
Renewals Management & Retention
- Own and manage the renewal bookings target and partner with Customer Success to achieve high Gross Bookings Retention (GBR) and Net Bookings Retention (NBR).
- Execute a structured renewals playbook, beginning renewal discussions at least 120 days in advance to maximize retention and upsell opportunities.
- Maximize renewal to drive YOY growth and secure long term, upfront, and early commitments within the customer base.
Customer Engagement & Advocacy
- Act as a strategic partner, driving long-term relationships and advocating for customers’ success with Zappi.
- Conduct multiple client-facing meetings per week, ensuring consistent engagement across all levels of the organization.
- Collaborate cross-functionally with Customer Success, Professional Services, Solution Strategy, and Marketing to enhance customer satisfaction and adoption.
- Provide clear forecasting, status updates, and strategic insights to internal teams to ensure renewal and expansion success.
Skills, Knowledge & Expertise
- Significant enterprise selling experience, with a track record of driving contract expansion within complex organizations.
- Experience in the market research or consumer insights industry or selling market research solutions.
- Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives.
- Apply defined qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes.
- Maintain impeccable Salesforce hygiene, tracking deal timelines, forecast categories, and pipeline accuracy.
- Demonstrated ability to drive YOY growth through account expansion and retention strategies.
- Excellent negotiation skills, capable of structuring enterprise contracts that drive customer value and financial growth for Zappi.
- Ability to manage relationships across multiple teams across complex large enterprise organizations with constantly changing priorities
- Strong grasp of budget cycles, procurement processes, and brand-based buying centers.
- High proficiency in forecasting, pipeline management, and Salesforce best practices.
- Proactive approach, and ability to challenge industry norms and incumbents.
- Willingness to travel for customer meetings and internal events, both in the US and internationally as needed.
- AI Proficiency: Demonstrated ability and commitment to leverage company-defined AI solutions and tools throughout the sales and account management process to improve productivity, enhance customer engagement, identify growth opportunities, and drive better business outcomes.
Benefits
- The salary range for this position is $155K–$165K base salary, with a $260K–$275K OTE on a 60/40 base-to-variable split.
- Unlimited holidays – we want well rested and motivated teams so encourage people to take plenty of time off. We don’t cap your allowance, but do set a minimum of at least 20 days per year plus national holidays
- One company-paid mental health day of rest every quarter (these are pre-scheduled, so the entire company can take the same days off regularly to reset)
- Flexible working arrangements, including remote (unless otherwise specified)
- Thoughtfully designed offices to support both individual work and collaboration without interrupting others
- Support setting up your home office, if appropriate
- Wellbeing benefits and access to trained therapists / counselors
- Company paid Life, AD&D, Short term & Long term disability
- Immediate access to Zappi's Health, Dental and Vision Insurance Plan
- Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
- Tailored personal development through training allowances, coaching, mentorship and career frameworks
Why join us?
We’ve been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for our engaging and inclusive workplace culture. We’re committed to both people and the planet.
Our belief in inclusion means we’re building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here.
We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities.
Earning B Corp certification assures us we’re on the right track and have structures in place to become the business we want to be.
Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you—about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021!
Zappi Company Culture Highlights
- Winner of Comparably's Award for Best Company for Women 2022
- Winner of Comparably's Award for Best Company Work-Life Balance 2022
- Winner of Comparably's Award for Best Company Compensation 2022
- Winner of Comparably's Award for Best CEO for Women 2022
- Winner of Comparably's Award for Best Company for Diversity 2022
- Winner of Comparably's Award for Best Company Culture 2022
- Winner of Comparably's Award for Best CEO 2022
- Winner of Comparably's Award for Best Happiness 2022
- Winner of Comparably's Award for Best Leadership Teams 2023
- Winner of Comparably's Award for Best CEOs for Diversity 2023
- Winner of Comparably's Award for Best Engineering Teams 2023
- Winner of Comparably's Award for Best Company Outlook 2023
- Winner of Newsweek’s Top 100 Most Loved Workplaces in the UK 2022 & 2023
- Recognised by Fast Company’s Best Workplaces for Innovators 2023
- Recognised as Best Marketing Insights Platform in the MarTech Breakthrough Awards
About
Zappi is a leading consumer insights platform that helps brands win with consumers. Through AI-powered software that delivers connected insights, Zappi enables teams to make faster, smarter, consumer-driven decisions by leveraging real-time, continuous feedback.Trusted by more than 350 brands worldwide, Zappi helps create successful products, develop impactful ads, and build winning brands by keeping the voice of the consumer at the heart of every decision.Named the Best Marketing Insights Platform by the MarTech Breakthrough Awards in both 2023 and 2024, recognized by Business Insider as one of the hottest martech companies, and winner of the MRS Best Technology Innovation Award 2025, Zappi is redefining how modern teams use insights to drive growth.As a certified B-Corp, Zappi is committed to net-zero emissions, fostering an equitable workplace, and using technology to benefit the communities the company serves. With more than 300 employees across 13+ countries and offices in Boston, London, and Cape Town, Zappi’s culture has been celebrated by Fast Company, Comparably, Quirks, Great Place to Work, and more.
Skills Required
- Significant enterprise selling experience with a track record of driving contract expansion within complex organizations
- Experience in the market research or consumer insights industry, or selling market research solutions
- Strong consultative sales skills aligned to customer personas and business objectives
- Ability to apply qualification principles across economic buyers, decision criteria, and procurement processes
- Impeccable Salesforce hygiene and proficiency in Salesforce best practices
- Demonstrated ability to drive year-over-year growth through account expansion and retention strategies
- Excellent negotiation skills and ability to structure enterprise contracts
- Ability to manage relationships across multiple teams in complex enterprise organizations
- Strong understanding of budget cycles, procurement processes, and brand-based buying centers
- High proficiency in forecasting and pipeline management
- Proactive approach and ability to challenge industry norms and incumbents
- Willingness to travel for customer meetings and internal events in the United States and internationally as needed
- Demonstrated ability and commitment to use company-defined AI solutions and tools throughout the sales and account management process
Zappi Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Zappi and has not been reviewed or approved by Zappi.
-
Fair & Transparent Compensation — Pay is positioned as competitive overall, reinforced by recognition for compensation and repeated signals of above-average pay satisfaction. Compensation is also described as “more than fair” and, in some cases, at the higher end of market comparisons.
-
Leave & Time Off Breadth — Time off is framed as generous, with an uncapped/unlimited approach and an explicit minimum floor referenced in some descriptions. Company-paid mental health days further expand paid time away from work.
-
Healthcare Strength — Health coverage is described as comprehensive in multiple geographies, including medical, dental, vision, and additional protections such as life and disability coverage. UK-oriented descriptions add private medical coverage elements and related protections such as income protection.
Zappi Insights
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
We are a leading consumer insights enterprise platform designed for creators. If you're part of a team that creates brands, ads or innovative new products, then we think you're a creator. Our platform provides access to actionable, quick and smart insights to amplify creative effectiveness and shape winning innovation, empowering creators with the agility and the data they need to make better decisions about the ads and innovation they take to market. Through working with some of the biggest brands in the world, we’ve built technology that lets you see your product innovations and advertising ideas through your consumers’ eyes so you can iterate, optimize, validate and learn — increasing your chances of in-market success. Zappi has been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for its engaging and inclusive workplace culture. With offices in Boston, London and Cape Town, we are a hybrid company where career growth is equitable for everyone, whether you do your best work fully remotely, from an office, or a mix of the two. Inspire your ideas and validate your creations so you can create work that people love — work that works. To find out more, visit https://www.zappi.io/web.
