Requirements and responsibilities
AI at ZapierAt Zapier, 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, including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to.About ZapierWe’re on a mission to make automation work for everyone.As the leader in easy automation, Zapier empowers businesses to automate workflows and move data across 7,000+ apps. We work with what you work with, across your apps and tech stack, so you can make magic happen.We’re at an interesting inflection point at Zapier. Automation and AI are reshaping how businesses operate, and we’re right in the middle of it. We’re looking for someone who wants to help drive that innovation, not just someone who wants to hit a number.The role: you’ll be selling Zapier’s AI Orchestration platform to companies with 1,000–5,000 employees, owning the full sales cycle from prospecting to close.Most of your pipeline will come from you. Cold outreach, turning a warm signal into a real conversation, finding the deal before it finds you, that's the job, and we need people who are built for that part, not just willing to do it.Zapier's large enterprise motion is early. We need architects, not order-takers. You won't inherit a playbook. You'll help write itThere's more than one path to this roleLikely you’ve been a top performer in Enterprise SaaS sales (or consistently exceeding in mid-market, and you’re ready to step up) and can run a deal end-to-end, including prospecting. However, if you have a track record of tackling hard problems, hands-on experience with AI tools (not just familiarity), put customer’s first, and have a drive to make things happen you may also be a great fit for our team.Either way, what separates a good candidate from a great one is proactive ownership, the ability to navigate ambiguity, strong stakeholder communication, cross-functional collaboration, and a genuine hunger to learn fast.What We Are Looking ForYou have 8+ years of demonstrated success in selling horizontal SaaS solutions to multi-stakeholder or technical organizations across Enterprise levels, with a strong focus on automation, integrations, and enhancing tech stack efficiency.You have a proven track record closing $250K+ ARR deals and running multi-threaded, multi-stakeholder sales motions across long cycles.Strong understanding of APIs, integrations, and tools like Zapier, with the ability to explain their importance in modern tech ecosystems.Demonstrated ability to discuss IT concerns, including security, scalability, compliance, and performance, in a credible and knowledgeable manner.Excellent communication skills both with customers and within an organizationAbility to develop and navigate senior-level relationships quickly and effectivelyYou thrive in a state of ambiguity and are motivated by strong personal driveYou 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.AI Fluency AssessmentTake our 10 minute AI Fluency Assessment by clicking the link above. See how your skills stack up against our sales bar, get a personalized tier, and walk away with actionable next steps to level up your AI skills.What you’ll doOwn large enterprise accounts end-to-end: prospecting, discovery, negotiation, close, and expansionSell Zapier’s AI-powered automation platform to enterprises moving from manual workflows to orchestrated, AI-first operationsShow up in the field: build relationships at events, conferences, and executive briefings that go deeper than a LinkedIn connectionBuild relationships across the org from the people doing the work up to the C-suiteLead conversations that help customers think through the real business impact of automation, not just the product featuresQuarterback complex deals across Solutions Engineering, Customer Success, and Product. You’re accountable for the outcome, not just your pieceHelp shape how we go to market at the large enterprise level; the team is small, fast, and building the motion from scratchWho should not applyThis section exists to save everyone time.You’re coming from a large enterprise org and need a defined territory, established SDR/BDR support, and fully built enablement to be successfulYou measure success by activity volume over deal qualityYou want to avoid ambiguity and prefer a structured, repeatable process handed to youYou can demo a product’s features, but can’t frame the ROI or build a business case from a customer’s painAI is something you’ll “get around to” rather than something you’re already usingWhy Join NowZapier is profitable, has been around long enough to know what we’re doing, and is growing into a bigger opportunity in AI and automation. You’ll do real enterprise work where your contributions are visible and your impact is measurable. Our team is deeply curious and always looking for innovative ways to meet and exceed our customers' needs.If breaking into AI is something you’re thinking about, there are very few companies where you’ll build with it the way you will here. We’ll take you from capable to transformative—and that’s increasingly a career-defining skill set.We are a remote-first company. We believe the people who win in AI and automation aren’t just product experts; they synthesize information, build business cases, and move faster than the competition.Application Deadline:The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled.Even though we’re an all-remote company, we still need to be thoughtful about where we have Zapiens working. Check out this resource for a list of countries where we currently cannot have Zapiens permanently working.We believe all Zapiens should be rewarded competitively and equitably, using practices that are simple and transparent. Here’s how we define our compensation principles:Competitive: Zapier pays well among the technology sector.Equitable: Consistent pay practices; Pay for impactSimple: Pay is well understood, and pay practices are built for scale.Transparent: Zapiens know how pay works, including how their pay is determined.A Candidate's compensation package is finalized once the interview process is concluded and accounts for demonstrated experience, job knowledge, skills, abilities, and internal equity. We use a business impact approach to base pay, which means we set pay for all Zapiens based on their demonstrated impact on Zapier’s success. In alignment with that philosophy, the upper half of a pay range is typically reserved for individuals who have consistently demonstrated a high impact in their current role and level while at Zapier.For more information on Zapier’s Total Rewards please click here.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)