Manager - Account Executive Team

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About Zello

Zello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we’re the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month. 

At Zello, our company values are at the heart of what we do everyday. We’re proud to serve the frontline, we’re privileged to connect people in times of crisis across the globe, and we’re honored to support first responders.

And this is where you come in.

We are looking for a Manager of Enterprise Account Executives with a proven successful track record running enterprise sales teams, strong skills in pipeline building and forecasting, and a knack for coaching and standardizing how sales is executed. This leader is confident in operating with executives and supporting AEs as they build new executive relationships.

After a successful year, you will

• Lead a team of enterprise AEs that consistently hits or exceeds quota

• Leverage Zello’s sales process access your team and look to continuously improve how you and your team operate

• Maintain a healthy, predictable team pipeline and a forecast that leadership trusts

• Be recognized as a strong coach and partner who makes AEs better and deals sharper

What you will do

Lead and develop an enterprise AE team

• Hire, coach, and retain high performing AEs with clear goals and expectations

• Run focused one on ones that drive accountability and growth

Build and inspect a predictable pipeline

• Ensure the team is generating and progressing high quality pipeline from outbound, inbound, and partners

• Define and reinforce clear qualification and stage criteria in the CRM

Drive sales excellence and partner across the business

• Standardize key parts of the sales process such as discovery, value articulation, and closing

• Work with Marketing, SDR, Customer Success, and Product on target accounts, messaging, and handoffs

Who you are

Proven enterprise sales people leader

• Has led enterprise AE teams with a strong record of hitting or exceeding team targets

• Comfortable coaching reps through complex, multi stakeholder enterprise sales cycles

Strong in pipeline, forecasting, and scalability

• Skilled at building and inspecting pipeline and owning a reliable team forecast

• Thinks in terms of repeatable systems and processes rather than one off wins

Coach and standard setter

• Enjoys coaching AEs on deals and skills and gives clear, constructive feedback

• Defines what good looks like and holds the team to that standard

Executive presence and relationship partner

• Confident joining executive meetings with your AEs and adding value in the room

• Supports reps in building and deepening executive relationships in key accounts

Hands on, team first operator

• Willing to roll up sleeves on deal strategy, process, and data

• Gains energy from building with others rather than managing from a distance

This role is not

• An individual contributor AE role focused only on a personal quota

• A purely strategic or reporting role without hands on coaching and deal work

• A light touch management role without clear expectations, inspection, and accountability

We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off. We even offer a sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you. And of course, we wouldn’t be a technology company in Austin without a ping-pong table and free snacks in our break room. Join us!

Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.