Head of Sales (B2B) (Remote)

Zoom • Remote (Washington, District of Columbia, United States) • $0 / year • 19h ago

VP of Enterprise Sales

What You Can Expect

What You Can Expect As Enterprise Sales Manager, you will own the number for a team of Account Executives focused on Zoom's largest and most strategic prospects, setting the operating rhythm that makes results predictable quarter over quarter. Day to day, you will coach deals at every stage, from early qualification through late-stage executive alignment and procurement navigation, while building the playbooks and cadences that multiply your team's effectiveness. You will partner closely with SDRs, Marketing, Solutions Engineering, Sales Ops, and Customer Success to sharpen how the team generates and converts pipeline. Candidates without prior formal people-management titles but with a strong enterprise sales track record and a natural instinct for coaching others are encouraged to apply. Zoom's UpMarket Sales team drives growth by connecting mid-to-large enterprises with Zoom Workplace, Zoom Contact Center, and Zoom's broader communications platform. The team plays a central role in expanding Zoom's footprint across complex, high-value accounts, working in close partnership with Solutions Engineering, Marketing, and Customer Success to deliver measurable outcomes. Their results directly shape how Zoom deepens relationships with some of its most strategically important customers. Lead enterprise deal strategy across the team: coach AEs on account planning, multi-threading, and buying committee mapping, applying MEDDPICC or equivalent qualification frameworks to pressure-test pain, decision process, and competition. Drive hands-on involvement in late-stage deals, including executive alignment, mutual action plans, pricing and negotiation, and navigation of procurement, legal, and security reviews. Set pipeline targets by rep and build repeatable outbound and account-based plays with SDRs, Marketing, and Solutions Engineering, using signal-driven prioritization to focus the team where it matters most. Inspect pipeline quality weekly, holding the team accountable to coverage goals, stage hygiene, next steps, close dates, and conversion metrics across each stage. Own and call the team forecast with confidence each week, backed by deal-level evidence and current CRM data. Run a disciplined operating cadence including weekly 1:1s, pipeline and forecast reviews, deal reviews, and quarterly business reviews. Partner on hiring, onboarding, and ramp for new AEs, setting a high bar for performance and delivering direct, timely feedback. Collaborate with Sales Ops, Marketing, Product, and Customer Success to reduce friction for the team and customers, and bring field insights on wins, losses, and competitive dynamics back to leadership. 5+ years of quota-carrying mid-market or enterprise B2B SaaS sales with a consistent record of meeting or exceeding targets, including complex, multi-stakeholder deals with long cycles and six-figure ACVs. ~ Operational rigor with pipeline management, CRM hygiene, and forecasting: you know your numbers and forecast within a tight margin of where you land. ~ Demonstrated coaching ability through informal mentorship, rep onboarding, or deal strategy leadership, with a genuine investment in making others better. ~ experience selling to GTM, RevOps, or data-driven buyers is a plus.

Salary Range or On Target Earnings: base salary, bonus and equity value. We also have a location based compensation structure; We look forward to receiving your application! Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting. As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; and contribute to their community in meaningful ways. Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars. We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed. Our interviews are supported by BrightHire, a tool that helps us create a consistent and thoughtful interview experience and may include recordings. Please refer to our

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