Zone & Co is a leading provider of cloud-native software solutions built on the Oracle NetSuite platform. Our company is dedicated to serving finance and accounting professionals by offering a portfolio of innovative apps known as Zone Apps. These apps are specifically designed to simplify and automate critical financial data and workflows across various business entities.
As a Software-as-a-Service (SaaS) provider, we empower our 1,500+ customers worldwide to work smarter, faster, and more securely while maximizing the value of the Oracle NetSuite platform. Our comprehensive suite of solutions includes advanced billing and revenue recognition, robust reporting capabilities, accounts payable automation, streamlined payment processing, efficient reconciliations, and seamless approvals. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.
About the Role
The Senior Manager of Sales will lead a team of 5–7 Account Executives focused on high-velocity, mid-market ERP sales with 30–60 day deal cycles. This U.S.-based, fully remote role supports Zone’s 250+ person global ERP/Fintech SaaS business. Reporting to the VP of Sales, this role is responsible for pipeline generation, ARR execution, and driving disciplined sales methodology (MEDDPICC), outbound rigor, and forecast accuracy to build a high-performing, accountable sales culture.
As we double down on pipeline creation and execution in North America, this role offers the opportunity to provide hands-on leadership in daily sales execution, AE development, and GTM alignment. You’ll work cross-functionally with Marketing, Sales Ops, and Enablement to reinforce structure, scale outbound efforts, and drive overall team performance. Variable compensation is tied to team quota and stretch KPIs.
In This Role, You Will:
- Lead and coach a high-performing team of 5–7 Account Executives focused on the Zone Apps product line
- Drive consistent pipeline generation, outbound execution, and disciplined use of MEDDPICC throughout the sales cycle
- Conduct weekly 1:1s, deal reviews, and pipeline inspections
- Monitor quota pacing and intervene early to drive performance
- Support the onboarding, ramp, and ongoing enablement of AEs
- Ensure Salesforce, Gong, and sales engagement tools are used effectively and maintained with strong hygiene
- Partner with RevOps to ensure forecast accuracy and sales process adherence
- Collaborate with Marketing and Product on campaign design and execution
- Provide direct, ongoing feedback to AEs through coaching and individual development plans
- Foster a team-first culture that values performance, accountability, and continuous improvement
- Identify process gaps and implement scalable solutions to improve sales performance
- Help recruit, scale, and build the sales organization in alignment with business growth
- Align all activities with company values and a commitment to excellent customer service
What You’ll Need:
- 7+ years of experience in SaaS or tech sales, including:
- 3–5+ years as a quota-carrying Account Executive
- 4+ years in a frontline sales management role, ideally in a SaaS and/or ERP environment
- Proven experience leading high-velocity sales teams (30–60 day cycles) with 5–10 AEs
- Bachelor’s degree in Business, Marketing, Communications, or a related field (or equivalent experience).
- Strong knowledge of MEDDPICC or similar sales qualification methodologies
- Background in outbound rigor, deal inspection, and full-cycle execution
- Hands-on, coaching-first leadership style that fosters team growth and accountability
- Experience working cross-functionally with GTM teams (Marketing, RevOps, Enablement)
- Proficiency with Salesforce, Gong, and modern sales engagement tools like Outreach or Salesloft
- Excellent communication and high emotional intelligence
- Ability to thrive in a fast-paced, high-growth, remote-first company
Bonus If You Have:
- Experience in the NetSuite ecosystem
- SaaS sales experience with <$100K ACV
- Prior experience as a Zone customer or partner
Benefits at Zone are all about helping you lead a fulfilling life outside of work. We know work is only one part of your life, so we do everything we can to support it. We offer fully paid parental leave. All on top of fully-covered, top-tier health insurance, and unlimited vacation. We are 100% remote! See our full list.
Zone and Co is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.We strongly encourage candidates of all different backgrounds and identities to apply. This is an opportunity for us to bring in a different perspective and we’re eager to further diversify our company. Zone & Co is committed to building an equitable, inclusive, and supportive place for you to do some of the greatest work of your career.
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Zone & Co Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Zone & Co and has not been reviewed or approved by Zone & Co.
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Affordable Benefits — Health coverage is described as employer-paid across medical, dental, and vision, reducing out-of-pocket costs. FSA contributions and a home-office stipend further ease common expenses tied to care and remote work.
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Leave & Time Off Breadth — Time-off provisions include flexible or unlimited PTO, paid holidays, and a sabbatical option. Policies are positioned to make it easy to disconnect when needed.
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Retirement Support — A defined 401(k) company contribution is highlighted as part of the package. Retirement offerings are presented as straightforward and additive to total compensation.
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What We Do
We are a premier NetSuite Partner & Developer helping high-growth companies automate advanced billing & revenue in NetSuite. Since our inception, we’ve always played hard to win big. True success only happens when you swing for the fences, and since 2013, we've been hitting home run after home run (even while working from home). But what drives our success, you ask? It's our passion—not only for changing how finance teams grow using complete cloud technologies, but also for giving them their lives back in the process.
Why Work With Us
We’re building more than a platform—we’re building a team that believes in better. We’re a global team of problem-solvers, finance nerds, and builders on a mission to make work better for finance. We bring deep ERP expertise, a healthy dose of curiosity, and a bias for action to everything we do.
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