Senior Director, New Business

Department: Sales

Employment Type: Full Time

Location: Boston, MA

Reporting To: Justin Holzworth

Compensation: $140,000 - $150,000 / year

Open doors at the world's biggest brands and help them win with consumers.

Location: United States. Boston or Chicago preferred (we're looking to open an office in Chicago), and we're open to candidates elsewhere in the US.

On-target earnings: $280k- $300K (50/50 split between base and variable commission)

Zappi is the consumer insights platform trusted by over 350 global brands. Powered by AI, it lets companies test & learn on new products, creative campaigns, packaging, names, flavors and more, so they can spot winning ideas, optimize them and launch with confidence. It's designed for non-experts and brings quick, reliable feedback from millions of consumers worldwide.

As a Senior Director, New Business, you're the front door to Zappi. You'll own a set of named enterprise accounts and turn them into new customers. You'll do it by being curious, creative and well connected, not by sending email after email.

You won't do it alone. Our solutions are technical, so our research specialists join your calls to bring methodology expertise and deeper discovery. Once a new customer signs, our account managers grow the relationship. You don't need a research background. What matters is a track record of winning new business, real curiosity and the instinct to bring the right people into every deal.

Our New Business team works with globally recognized consumer brands on their marketing, advertising and innovation. We're collaborative, and we bring a quirky, fun energy to every customer conversation.

• Build your own pipeline. Own a set of named enterprise accounts and win new logos from them. Marketing leads will help, but most of your pipeline will come from your own prospecting.
• Get creative with prospecting. Research your accounts, find out who knows who, ask account managers for introductions, pick up the phone, sell socially on Linked In and show up at events.
• Meet people in person. Travel to meet prospects, present strategic proposals face to face and build relationships with more stakeholders in each account.
• Run the full sales cycle. Take deals from first research through pitching, negotiation and signature, partnering with legal and other teams to agree terms with large enterprise accounts.
• Qualify with discipline. Use frameworks such as MEDDIC and Sandler to understand customer needs, map stakeholders and know when a deal is qualified.
• Team up. Work hand in hand with our research specialists, account managers and revenue and demand generation teams to shape the right solution for each brand.
• Become a Zappi expert, fast. Learn our products, how brands use them, where we stand apart and our business terms, so you can present with confidence.
• Represent Zappi at industry conferences and build valuable connections.
• Land great new customers. Bring in strong new logos, hand them to our account managers to grow, and consistently meet and beat your quota.

If you see yourself in most of this but not every line, we'd still love to hear from you.

• At least seven years in enterprise sales, with a track record of winning new logos, ideally with Fortune 1000 companies
• Real examples of opening up named accounts and building your own pipeline
• Curiosity about our solutions, your prospects' businesses and the people you sell to
• A collaborative style and high emotional intelligence: you know how to work across a company and bring colleagues with you
• A belief in disciplined qualification, with experience using MEDDIC and Sandler, or an openness to being coached on them
• Willingness to travel to meet prospects in person
• Fresh ideas and informed opinions that help our customers and our business keep improving
• The ability to ramp up quickly, settle into the team and consistently meet your targets

Nice to have: experience selling consumer insights, research technology or marketing technology to large brands, especially in consumer packaged goods (CPG) or quick-service restaurants (QSR). A research background isn't required.

• $280k-$300K on-target earnings (50/50 split between base salary and variable commission), benchmarked annually
• Unlimited time off, because we want well-rested, motivated teams
• Three company-paid mental health days a year, pre-scheduled so the whole company can switch off and reset together
• Flexible working, including remote (unless…