Sales Manager

Zato

Who is Zato

Zato is the agentic engine for accounting firms, built by trusted, successful operators who have processed over one million jobs and ledgers. We did not improve the old compliance model. We replaced it.

Accounting firms have run on manual processes, fragmented tools, and traditional outsourcing for decades. Zato ends that. Our platform centralises and automates the actual end-to-end work: questionnaires, GL scrutiny, workpapers, query management, and sign-off. One platform. Job done.

We are scaling fast across New Zealand and Australia, tens of thousands of ledgers are live on the platform, and we are becoming the category-defining system for how accounting firms deliver work.

The Role

This is a senior sales role focused on the New Zealand market, reporting to the Head of Sales ANZ. You own the ground game. You identify the firms, get in front of the right people, run compelling demos, close deals, and build Zato's reputation across the ANZ accounting sector.

You will run the full cycle on your own deals and execute the commercial playbook set by the Head of Sales, feeding back what you learn in the market to sharpen it. You will work closely with the wider commercial team, including the Partner Success and Support teams, to take firms from first conversation through to a clean handover.

What You Will Do

Own the full sales cycle across the NZ market from first contact to signed agreement to handover to implementation
Prospect directly into ANZ accounting firms using your network and outbound activity
Run product demos in front of Partners, Directors and firm owners and handle every objection in the room
Build and manage a structured ANZ pipeline with clear visibility on conversion at every stage
Travel regularly across ANZ for firm visits, events and relationship development
Execute and help refine the ANZ sales rhythm and process as the function scales
Represent Zato at ANZ industry events and accounting sector forums
Feed ANZ market intelligence back to the commercial team

What Success Looks Like

-> At 30 days, you have run your first live demos, have an active ANZ pipeline, and have leveraged your own and our existing network to get early traction.

-> At 60 days, you are closing deals independently, your pipeline is structured and visible, and you are building a name in the ANZ accounting market.

-> At 90 days, you are a consistent contributor to Zato's ANZ growth, and the local accounting sector knows who you are.

Who We Are Looking For

You have spent meaningful time in accounting, at an accounting software vendor, or in a role where accounting firm Partners and Directors were your buyers.
You can walk into a room with an Owner / Director / Partner and be credible from the first sentence.
4 to 8 years in commercial, sales or business development - you have carried a number and hit it consistently.
You have a genuine network across the ANZ accounting sector that you can activate immediately
You can run a compelling demo, handle technical objections without backup, and close deals without hand-holding.
You have worked inside a high-performing sales function and want to help shape one as it grows.
High agency, high accountability, low ego, hungry.
This is not a role for someone who needs a warm lead and a script.

Why Zato

Zato is becoming the category-defining platform for how accounting firms deliver work across ANZ and AU. You are joining at the moment it tips. The product has real traction, real firms, and real word of mouth. You will own the ANZ market on the ground and work directly with the commercial team, with real scope to grow as the function scales. Competitive base, and very strong performance bonus. We back the people who move the business forward.