Description
Join Zendesk's AI-focused sales team as a Senior Enterprise Account Executive. Drive growth within dynamic technology markets, transforming customer experiences through AI-driven service solutions for Enterprise organizations.
Responsibilities:
- Drive top-line revenue growth by acquiring new Enterprise customers and executing strategies to penetrate top-tier technology and innovation accounts.
- Proactively identify and pursue opportunities to expand AI and automation adoption, cross-selling and upselling Zendesk's solutions to optimize customer outcomes and profitability.
- Create quarterly territory and account plans, outlining strategies and actionable tactics to increase Zendesk's Enterprise market share in the region.
- Develop a deep understanding of Zendesk's AI and CX platform, aligning our technology to customers' business objectives and transformation goals.
- Lead complex, multi-stakeholder sales cycles, including multi-month, value-centric deals with proof of concept stages and AI-enabled solution design.
- Maintain a robust, well-qualified pipeline and accurate forecasting to exceed quarterly and annual revenue goals.
- Build and sustain C-level executive relationships, positioning Zendesk as a trusted advisor in customer experience and AI innovation.
- Collaborate cross-functionally with leadership, Customer Success, Solutions Engineering, and Product teams to deliver cohesive, value-driven solutions.
- Negotiate and close high-value, enterprise-scale deals using a consultative approach and compelling business cases that highlight measurable ROI.
- Stay current with industry trends, AI advancements, and competitive landscapes to effectively position Zendesk in a rapidly evolving market.
Requirements:
- 8+ years of cloud/software B2B sales or solution engineering experience, with a consistent record of exceeding sales targets.
- Proven success navigating complex Enterprise sales cycles involving multi-month engagements, proof of concepts, and executive-level stakeholder management.
- Demonstrated success selling into Enterprise organizations ($1B+ in revenue), especially within the technology sector.
- Strong track record of quota attainment (2 of the last 3 years) and recognition for top performance; President's Club membership a plus.
- Skilled in engaging VP and C-level executives, with the ability to articulate the value of AI-powered CX solutions in business terms.
- Strong presentation, negotiation, and closing abilities with consultative selling expertise.
- Experience creating and executing territory and account growth plans that drive measurable results.
- Entrepreneurial spirit, collaborative mindset, and passion for innovation and professional growth.
- Familiarity with key Sales tools, including Salesforce, Outreach, Clari, Seismic, and Looker.
- BA/BS degree or equivalent experience required.
- Willingness to travel as needed for customer and team engagements.
What You Bring to the Role:
- New Logo Hunter: Energized by prospecting and winning new business in competitive markets.
- AI & Tech Trailblazer: Expert at using AI-powered tools and data to identify, engage, and convert high-value prospects.
- Executive Communicator: Quickly builds credibility and trust with senior decision makers across business and IT.
- Strategic Closer: Delivers bespoke, innovative solutions that differentiate Zendesk and drive immediate impact.
- Relentless Learner: Continuously adapts, embracing emerging trends to elevate your sales game.
- Collaborative Influencer: Proactively partners across teams sharing best practices in prospecting strategies, sales process, and value positioning to elevate collective new business success.
Compensation:
- The US annualized OTE (On Target Earnings) range for this position is $320,000.00-$480,000.00 with a pay mix of 50/50 (base/commission).