Zapier Account Executive, Mid Market at Zapier responsible for selling AI Orchestration platform to companies up to 1,000 employees. Own full sales cycle including prospecting and closing deals.
Responsibilities
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 Mid-Market motion is early. We need architects, not order-takers. You won't inherit a playbook. You'll help write it
There's more than one path to this role
Likely you’ve been a top performer in 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 customers 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 For
Own mid-market accounts end-to-end: prospecting, discovery, negotiation, close, and expansion
Sell Zapier’s AI-powered automation platform to enterprises moving from manual workflows to orchestrated, AI-first operations
Show up in the field: build relationships at events, conferences, and executive briefings that go deeper than a LinkedIn connection
Build relationships across the org from the people doing the work up to the C-suite
Lead conversations that help customers think through the real business impact of automation, not just the product features
Quarterback complex deals across Solutions Engineering, Customer Success, and Product. You’re accountable for the outcome, not just your piece
Qualification
Strong understanding of APIsYou use AI in your work todayAI Fluency Assessment
Required
Proven track record of success in closing software deals over and meeting or exceeding your sales quota
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 organization
Ability to develop and navigate senior-level relationships quickly and effectively
You thrive in a state of ambiguity and are motivated by strong personal drive
You 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 Assessment
Take 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.
