# Hunter AE

**Company**: Zendesk
**Location**: San Francisco, California
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $111,000.00-$167,000.00
**Category**: Sales
**Industry**: Technology

**Apply**: https://zendesk.wd1.myworkdayjobs.com/en-US/zendesk/job/San-Francisco-California-United-States-of-America/SMB-Account-Executive_R33806?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_4487ca56-472

## Description

Join Zendesk as a Hunter AE, where you'll create and close durable net-new business by turning priority prospects into customers through disciplined prospecting, consultative discovery, and executive selling.

**Key Responsibilities:**

- Create and maintain enough qualified net-new pipeline to meet or exceed quota through targeted outbound, inbound conversion, partner routes, and disciplined territory planning.

- Lead a repeatable prospecting-to-close process: discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting, and close.

- Translate customer business priorities, service-operation challenges, and transformation goals into a credible Zendesk platform and AI value proposition.

- Build executive and multi-threaded alignment across business, technology, security, finance, procurement, and the economic buying committee.

- Own commercial strategy, deal progression, and negotiation within approved guardrails; protect customer value and delivery credibility.

- Orchestrate Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners, and leadership to improve win probability.

- Maintain accurate CRM data, pipeline health, forecast discipline, and early risk visibility; make decisions based on evidence rather than optimism.

- Document customer goals, stakeholders, use cases, commitments, and success conditions for a clean handoff; return market, competitor, and buyer insight to improve the go-to-market motion.

**Requirements:**

- Day one: a genuine new-business orientation, targeted prospecting discipline, and ability to create qualified demand.

- Day one: consultative discovery that uncovers business problems, urgency, stakeholders, decision criteria, and measurable outcomes before positioning product.

- Day one: executive and multi-threaded selling that earns trust with business, technical, financial, security, and procurement stakeholders.

- Day one: commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully, and qualify out when the fit is not credible.

- Day one: CRM, forecast, and operating discipline; the ability to inspect facts, surface risk early, and maintain mutual accountability.

- Developable: deeper Zendesk platform, AI, and service-operations fluency; more advanced industry narratives, partner-led selling, and complex deal strategy.

- Differentiating: the ability to shape the customer's problem, create demand where none exists, and mobilize a buying committee without overselling.

- Scarcity: repeated success closing large, complex net-new deals with executive access, competitive strategy, and strong business-case construction.

**Experience and Qualifications:**

- Experience range: Typically 8–12 years of related experience.

- Relevant background: demonstrated capability in complex B2B SaaS new-business selling, value-based discovery, and commercial deal ownership.

- Customer impact: demonstrated ownership of outcomes, not only activity; evidence should show decision quality, follow-through, and measurable customer or commercial impact.

- Commercial proof: evidence of prospecting discipline, quota attainment or equivalent growth results, executive engagement, and complex deal judgment.

- AI and platform fluency: ability to discuss AI, automation, service operations, and platform value credibly and know when specialist depth is required.

**What Makes This Role Distinctive:**

You will help customers move from a service challenge to a decision-ready case for change. The strongest candidates combine disciplined new-business craft with the ability to make an AI-powered, platform-level future state credible to executive buyers.

**Compensation:**

The US annualized OTE range for this position is $111,000.00-$167,000.00 with a pay mix of 60/40 (base/commission).

## Skills

### Required
- B2B SaaS sales
- value-based discovery
- commercial deal ownership
- AI
- automation
- service operations
- platform value

### Nice to have
- Zendesk platform
- AI-powered sales
- complex deal strategy

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Source: [Apply at zendesk.wd1.myworkdayjobs.com](https://zendesk.wd1.myworkdayjobs.com/en-US/zendesk/job/San-Francisco-California-United-States-of-America/SMB-Account-Executive_R33806?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)