Commercial Manager

AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions.

It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or wasteful spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense, and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses.

About the Role

AppZen is looking for a Commercial Manager to lead and grow our mid-market sales team. This is a player/coach role — you'll carry a quota and close deals while managing and developing a team of commercial account executives.

Responsibilities

• Carry a personal quota and close new business within the mid-market segment
• Manage, coach, and develop a team of commercial account executives
• Own pipeline health, forecast accuracy, and team quota attainment
• Run structured 1:1s, deal reviews, and call coaching sessions
• Partner with SDRs, marketing, and revenue operations to drive pipeline
• Collaborate with sales leadership on territory design, comp planning, and hiring
• Represent the commercial segment in cross-functional GTM discussions

Requirements

• 5+ years of B2B SaaS sales experience, with at least 2 years managing a sales team
• Proven quota attainment as both an individual contributor and a people manager
• Experience selling into mid-market accounts (~$50M–$1B in revenue)
• Strong coaching skills — ability to diagnose deal risk and develop reps
• Familiarity with a structured sales methodology (MEDDIC, MEDDPICC, Challenger, or equivalent)
• Proficiency with Salesforce and common sales engagement tools

Nice to Have

• Background in fintech, spend management, ERP, or AP automation
• Experience selling to finance buyers (CFO, Controller, VP Finance)
• Experience scaling a commercial segment at a high-growth SaaS company

Compensation & Benefits

OTE: $180,000–$200,000 (50/50 base/variable split)

Equity

Medical, dental, and vision coverage

401(k)

Flexible PTO