Zesty.ai

Sales Operations Analyst (Remote) About the role: We are seeking a strategic, detail-oriented Sales Operations Analyst to join our growing Revenue Operations team. ZestyAI is looking for a Sales Operations Analyst to play a critical role in scaling systems, processes and policies for the organization. This role will partner with senior leaders across ZestyAI’s go-to-market teams to design, build and run critical business capabilities for our world-class sales organization. This role also focus on deal support, serving as a critical partner to our sales organization by ensuring complex deals are structured, reviewed, and processed efficiently and in alignment with company policies and goals. This is a high-impact role that requires cross-functional collaboration with Sales, Finance, Legal, Product, and Customer Success. The ideal candidate has a strong background in sales operations, pricing strategy, and deal desk functions, with excellent communication and problem-solving skills. Key Responsibilities: - Deal Desk - Partner with Account Executives, Sales Leadership, and other internal stakeholders to support and guide complex deal proposals, structuring, pricing, and commercial terms. - Sales Support & Enablement - Act as the go-to expert for deal related queries. - Provide timely support to ensure the sales cycle progresses efficiently and effectively. - Process Optimization/Automation - Identify and drive improvements in deal review workflows, approval processes, and sales tools to reduce friction and increase velocity. - Policy Enforcement & Compliance - Ensure deals adhere to internal pricing guidelines, legal standards, and financial policies. - Work closely with Legal and Finance to manage exceptions and escalate appropriately. - Quote-to-Cash Oversight Support - Accurate and timely quote/opportunity generation, order forms, and other documentation throughout the sales process. - Accurate and timeline NDA and master ordering agreement drafting, including support through the contract process. - Reporting & Insights - Deliver actionable insights on deal performance, discounting trends, approval cycle times, and process bottlenecks to sales leadership. - Cross-Functional Collaboration - Work with Product, Marketing, and Customer Success to ensure deal strategies align with customer needs, product capabilities, and company goals Qualifications -- To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - 5-8 years of experience in Sales Operations, Deal Desk, or Revenue Operations, preferably in a SaaS or B2B tech environment. Experience supporting Enterprise or Strategic Sales teams. - Strong understanding of sales cycles, deal structuring, pricing models, and revenue recognition principles. - Familiarity with Salesforce. - Exceptional attention to detail and strong analytical thinking. - Ability to thrive in a fast-paced, cross-functional environment. - Excellent written and verbal communication skills. - Desired: Bachelor's degree, MBA or similar advanced degree. A day in the life: Note, this is primarily a field-facing role. - Salesforce hygiene (CQ and NQ reporting) - Sync with each sales rep on next steps in pipeline deals - Contract management (manage NDA and eval/order form drafting and initial intake) - Create sales enablement (salesforce enablement, process enablement – drafting docs, finding agreements) - Proposal management (work with sales to create pricing proposals and streamline our proposal decks)

Role Description We are hiring a Controller to build and lead a modern, automation-first accounting function at a rapidly growing AI company. This is a rare opportunity to design the financial control environment of an AI-native platform company from the ground up. You will work directly with the CFO to: - Professionalize accounting policies and monthly close process - Design scalable accounting processes and infrastructure - Implement scale-appropriate financial controls - Drive automation across close, reporting, and compliance - Build a finance function that scales to $100M+ without unnecessary headcount If you are a technically strong Controller who is curious, self-directed, and already experimenting with AI in your current finance workflows, this role puts you at the forefront of how AI reshapes accounting. You will not be constrained by legacy systems or bureaucracy. You will be empowered to build. Qualifications - 7+ years of progressive accounting experience - Strong US GAAP foundation including CPA and audit experience (either auditor-side or company-side) - Experience in high growth recurring revenue software startup - Experience managing revenue with enterprise contracts - Familiarity with enterprise sales commission plans - Proven experience operating in a lean or growth-stage environment - Experience managing audits and building documentation discipline - Demonstrated ability to improve processes and implement systems Requirements - Experience in Insurtech, fintech, data platforms, or AI-driven companies (Bonus Points) - ERP implementation experience (Bonus Points) - Hands-on experimentation with AI tools in accounting workflows (Bonus Points) - Clear examples of automation initiatives you have personally driven (Bonus Points) Benefits - Join a recognized AI and Insurtech leader reshaping risk analytics - Work directly with executive leadership in a high-impact role - Build a modern accounting function designed for scale - Operate in a flat team with significant ownership - Be at the forefront of AI adoption in finance operations

Role Description We are seeking a Technical Talent Partner to help scale our teams across Insurtech, AI, Go-To-Market, Engineering, Data Science & Machine Learning (DSML), and Product. This is a high-impact, embedded role for a talent professional with proven Insurtech recruiting experience and strong exposure to technical and AI hiring. You will partner closely with hiring managers across both Commercial and R&D functions to build the teams that power our next phase of growth. This is not a generalist recruiting role. We are looking for someone who has successfully recruited within insurance technology environments and thrives in a fast-moving, performance-driven scale-up. You must be willing to roll up your sleeves and contribute across all aspects of Talent Acquisition. What You’ll Do - Own full-cycle outbound recruiting across Go-to-Market roles (Sales, Customer Success, Risk Analytics, Marketing) - Recruit for Engineering, Data Science, Machine Learning, Technical Product Management, and AI and emerging agentic AI roles - Serve as a domain expert in Insurtech talent and build strong, proactive pipelines - Partner with hiring leaders to translate complex technical and business requirements into high-quality candidate slates - Support and enhance inbound screening processes across functions - Leverage AI tools and automation to improve recruiting efficiency and effectiveness - Build talent maps across the Insurtech ecosystem, including carriers, MGAs, startups, and adjacent AI and SaaS companies - Provide market intelligence on compensation trends and competitive talent landscapes - Represent ZestyAI professionally and credibly to senior technical, product, and commercial candidates Qualifications - 5+ years of recruiting experience, with at least 3 years in Insurtech or insurance technology - Proven experience hiring within insurance, reinsurance, or Insurtech environments (required) - Demonstrated success recruiting Go-To-Market roles, with established industry contacts - Experience hiring — or strong ability to ramp quickly on — technical and AI-driven roles including engineering, data science, machine learning, and technical product management - Strong understanding of insurance industry workflows and terminology - Stellar written and verbal communication skills, with the ability to engage highly technical candidates - Ability to operate as a trusted, consultative partner to hiring managers - Proven track record of delivering results in fast-paced, performance-oriented environments Benefits - ZestyAI has been recognized by CB Insights (Insurtech 50), Deloitte Technology Fast 500, and Inc. 5000 - Named by Forbes as one of America’s Best Startup Employers - Industry recognition for innovation in AI, machine learning, and risk analytics - Opportunity to grow alongside a platform reshaping an industry in real time

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We’re looking for a high-leverage campaign owner who takes a strategic framework and turns it into revenue-driving programs. As our ABM Campaign Manager, you’ll own execution across 1:1, 1:few, and 1:many ABM programs, segmented email programs, landing pages, paid media, and our monthly newsletters. You’ll work closely with our Senior Director of Marketing and serve as a marketing liaison to BD and Sales on named account programs. This is an execution-focused role where marketing’s impact on pipeline is visible and measurable. You’ll operate within a defined strategic framework — with clear priorities, focused accounts, and visible revenue impact. - Lead execution of ABM programs across named accounts and broader segments — email sequences, personalized landing pages, account assets, presentations, and enablement content that helps Sales build credibility and win deals - Write and build segmented email programs — nurture sequences, webinar and content promotions, and re-engagement programs — across MailChimp, ActiveCampaign, or equivalent - Own the strategy and execution of our monthly executive-facing newsletters — coordinating stakeholders, drafting content, managing layout and distribution - Build and optimize campaign landing pages in Unbounce or equivalent, including personalized and dynamic pages - Manage LinkedIn Ads and other paid media day-to-day — performance pulls, optimization recommendations, and publisher coordination - Partner directly with BD and Sales on named account outreach cadence and pipeline-aligned program touches - Deliver clear, data-backed program reporting to Sales and Marketing leadership Qualifications - Minimum of 5 years in an agency or in-house marketing team, supporting enterprise B2B sales cycles; insurance, insurtech, fintech, or similarly regulated verticals strongly preferred - Demonstrated ABM execution across 1:1, 1:few, and 1:many tiers — has built account-specific programs, assets, and decks end-to-end - Excellent writer with experience crafting executive-level outreach and multi-segment copy for technical, financial services audiences - Hands-on proficiency with marketing automation, landing page, and paid media platforms — MailChimp, ActiveCampaign, Unbounce, LinkedIn Ads, or equivalent - Structured, autonomous, and comfortable working directly with Sales and BD; understands buying committee dynamics - Comfortable in a fast-moving, scale-up environment where priorities evolve and execution discipline matters What Success Looks Like - ABM programs measurably generate and accelerate engagement and pipeline across named accounts. - Email programs, newsletters, and landing pages consistently meet or exceed engagement benchmarks - Named account programs reach and activate multiple stakeholders — not just primary contacts - BD and Sales describe you as a reliable, high-quality execution partner This Role Is For You If - You take genuine pride in shipping polished work — and it shows in everything you send - You thrive when you own a program, not just a task - You’re energized by working directly with Sales and BD, not intimidated by it - You want your output tied directly to pipeline — and you want to see that connection clearly - You’re self-directed, resourceful, and take ownership from first draft to final delivery

Role Description We are looking for a seller who thrives with a high degree of outbound ownership in developing new markets. You will be the first dedicated hire to run a high-velocity, inside sales motion for one of our newest product lines. You will own the full sales cycle from first touch to close—owning discovery, demos, proof points, and negotiations entirely over Zoom and email/LinkedIn. You will prospect, demo, and close high-velocity deals to prove the market and build the playbook for the rest of the company. You’ll operate with a high degree of independence, but you won’t operate alone. This role sits within the Strategy & Business Development team and works closely with GTM and Product to ensure market feedback directly shapes messaging, roadmap, and execution. This is an outbound role focused on market development. If you are energized by the idea of getting a list of accounts to go after and persisting with that list until they convert, this is the role for you. How Success Is Measured - Contracted New ARR: Hitting and exceeding quota through predictable execution. - Velocity: Maintaining a shorter sales cycle compared to our direct enterprise motion. - Win Ratio: Converting qualified opportunities into closed-won revenue at a high clip. The Day-to-Day - Full Cycle Ownership: Own the full cycle for SMB/mid-market (and targeted enterprise "fast-track") opportunities in specific new product lines—from qualification through close. - High-Tempo Outreach: Partner with other GTM stakeholders on targeted sequences, but primarily drive your own pipeline through high-volume outbound activity. The successful candidate absolutely must be comfortable with cold calling. - Value-Led Demos: Deliver value-led demos and lightweight POCs/sandboxes that show time-to-value within days, not months. - Crisp Discovery: Run discovery tailored to sophisticated insurance buyers (Underwriting, Actuarial, Product, Cat Modeling) to identify compelling use cases. - Feedback Loop: Be the voice of the customer to Product and Marketing—surfacing feature requests, data needs, and blockers from the field to help shape the roadmap. - Forecast Discipline: Forecast accurately in Salesforce and maintain hygienic pipeline with clear next steps, MEDDICC/BANT notes, and close plans. Ideal Experience - Prior Seller, Future Founder: 2–5 years in SaaS/analytics inside or full-cycle sales. You’ve done the SDR grind, you’ve been promoted to AE, and you’ve crushed a quota. Now you want a bigger challenge. This is market development 101 for one of the most exciting growth areas in the company. - Virtual Closing: Proven success in shorter sales cycles (30-60 days) with virtual-first closing. A track record of closing deals is the most important selection factor. - Insurance Fluency: You must be able to speak credibly with Chief Actuaries, Heads of Underwriting, and Analytics Leads. Familiarity with P&C workflows (submissions, risk modeling, portfolio analytics) is a massive plus. - Technical Comfort: Comfortable selling data + software (APIs, dashboards, LLM-based products) and articulating ROI to both business and technical stakeholders. Skills & Attributes - Unafraid of "No": You are comfortable iterating messaging quickly in early market development environments. You have the resilience to push through a new product launch where the "No's" are frequent but the "Yes's" are lucrative. - Hustle: This is absolutely table stakes. No task will be beneath the successful candidate. If it stands between you and a close, you get it done. - Commercial Acumen: You understand pricing, packaging, and how to close clean contracts without excessive discounting or bending on terms. - Writing That Sells: Your follow-ups, close plans, and proposals are succinct and executive-level. - Coachability: You embrace call reviews, feedback, and rapid iteration. - Culture: We very actively foster the culture at ZestyAI and guard it ferociously. We are looking for top talent who will amplify our culture, not disrupt it. Tools You'll Use - Salesforce - Outreach - LinkedIn Sales Navigator - ZoomInfo - Google Workspace/Office - Calendly - Zoom/Meet