Head of Sales

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 the senior commercial role for ANZ. You own the market. You identify the firms, get in front of the right people, run compelling demos, close deals, and build Zato's commercial reputation across New Zealand and Australia. You are not waiting for leads. You are generating them.

As Head of Sales, you will also shape how the commercial function is built - the playbook, the pipeline discipline, the go-to-market approach. You will work directly with Zato's commercial team, including Zato's Executive Director, Sales and Marketing, the Partner Success Team, and the Support team and have real influence over how Zato scales commercially across both markets.

What You Will Do

• Own the full sales cycle across NZ and AU from first contact to signed agreement to handover to implementation
• Prospect directly into accounting firms across both markets 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 pipeline with clear visibility on conversion at every stage
• Travel regularly across NZ and AU for firm visits, events and relationship development
• Shape the ANZ sales playbook, pipeline process and commercial rhythm as the function scales
• Represent Zato at industry events, Xero events and accounting sector forums across both markets
• Feed market intelligence back to the Group CEO and contribute to the commercial strategy

What Success Looks Like

-> At 30 days, you have run your first live demos, have an active pipeline across both markets, 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 key commercial contributor to Zato's growth, and the 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 senior role where accounting firm Partners and Directors were your buyers. You can walk into a room with a Owner / Director / Partner and be credible from the first sentence.
• 7 to 15 years in senior commercial, sales leadership or business development - you have carried a number and hit it consistently
• You have a genuine network across the NZ and AU accounting sector that you can activate immediately
• You have operated across both markets and understand the commercial and cultural differences between them
• You can run a compelling demo, handle technical objections without backup, and close deals without hand-holding
• You have built or contributed to building a sales function, not just worked inside one
• 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 NZ and AU. You are joining at the moment it tips.
• The product has real traction, real firms, and real word of mouth.
• You will work directly with the Commercial Team and have genuine influence over how the commercial function is built across ANZ.
• Competitive base, strong performance bonus, and ESOP. We back the people who move the business forward.

Practical Requirements

• Based in Auckland or Sydney. This is not a remote role.
• Frequent travel across NZ and AU - this is a core part of the role, not occasional
• Full working rights in NZ or AU

To Apply

Email ***email_hidden*** with the subject line: Head of Sales ANZ | [Your Name]

• Include your CV and one paragraph on your best commercial win across the accounting sector. Numbers preferred.