GTM Strategy & Operations - EMEA Lead

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.

Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

The EMEA region is one of Zip’s most important growth opportunities. You’ll be the first dedicated GTM Strategy & Operations lead in EMEA, responsible for building the foundation for how Zip runs our European GTM strategy. You’ll report to the Head of GTM Strategy & Operations and serve as the operational right hand to the EMEA VP of Sales, driving regional execution in lockstep with our global RevOps org.

This role is designed for operators who thrive in autonomy. You’ll be empowered to make decisions locally, set strategic direction in partnership with sales leadership, and act as the voice of GTM strategy and operations in the region.

Please note this is a hybrid role, working from our London office at least 3 days/week.

• Run the business for EMEA: Lead day-to-day GTM operations and long-term strategy for the region, including coverage, territories, quotas, comp, and pipeline performance. You’ll own the operating model and make real-time decisions that impact growth.

• Be the COO to EMEA Sales: Act as the go-to partner for EMEA sales leadership and execs, whether it’s solving complex problems, framing key decisions, or driving operational execution of priority initiatives.

• Drive GTM cadence and accountability: Run the operating rhythm, owning pipeline reviews, forecast calls, QBRs, and leadership syncs. You’ll push velocity, track outcomes, and ensure every meeting drives impact.

• Build from scratch: Develop scalable GTM processes, analytics, and systems for EMEA. You’ll roll up your sleeves on everything from reporting infrastructure to headcount modeling to data enrichment.

• Lead cross-functional execution: Work across Sales, Marketing, CS, Product, and Finance to drive strategic initiatives forward, bringing a GTM perspective to company-wide efforts and ensuring alignment across teams.

• Represent EMEA GTM Ops globally: Serve as the regional voice in global ops discussions, surfacing insights, local nuances, and process improvements back to HQ.

• Deliver insights through data: Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and uncover insights that improve GTM execution and drive growth.

• 5+ years of experience in sales strategy, revenue operations, consulting, investing, or a similar high-performance environment. Experience in B2B SaaS with international exposure is a plus.

• Strong analytical and modeling skills. You’re fluent in Excel/Sheets and can write SQL (or are willing to learn).

• Deep understanding of GTM motions, SaaS business models, funnel metrics, and productivity levers.

• Skilled in Salesforce and other GTM systems (Outreach, Clari, Gong, etc.).

• Excellent written and verbal communication. You can structure thinking clearly, write concise memos, and present to executives with confidence.

• Attention to detail. You go deep on problems, sweat the edge cases, and set the quality bar high.

• High bias for action, low ego, and a relentless ownership mindset.

• Comfortable building from scratch and setting up frameworks that scale.

• A proven operator. You’ve managed large, ambiguous projects that required both strategic thinking and tactical execution.

• Experience partnering with U.S.-based HQ teams while leading locally in-region.

At Zip, we’re committed to providing our employees with everything they need to do their best work.

• 📈 Start-up equity

• 🦷 Health, vision & dental coverage

• 🌴 Flexible PTO

• 💻 Apple equipment plus home office budget

We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!