# Hunter AE **Company**: Zendesk **Location**: Remote, Minnesota, United States of America **Work arrangement**: hybrid **Experience**: senior **Job type**: full-time **Salary**: $283,000.00-$425,000.00 **Category**: Sales **Industry**: Technology **Apply**: https://zendesk.wd1.myworkdayjobs.com/en-US/zendesk/job/Remote-Minnesota-United-States-of-America/Enterprise-Account-Executive_R35391?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_6499dc4a-5d0 ## Description Join Zendesk, a company that powers exceptional service for every person on the planet, as a Hunter AE. The Hunter AE creates and closes durable net-new business by turning priority prospects into customers through disciplined prospecting, consultative discovery, evidence-based value cases, executive selling, commercial judgment, and a clean transition to the post-sale account team. **What you'll be doing** - 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. **What you bring to the role** - Day one: a genuine new-business orientation, targeted prospecting discipline, and ability to create qualified demand,not simply work inbound leads. - 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. - Scarce: 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. - Education: no specific credential is required where equivalent demonstrated experience, capability, and track record are present. **AI-era expectations** - Discuss AI, automation, CX, and platform value credibly at the business level; bring specialists when deeper technical validation is required. - Frame AI opportunities in terms of measurable customer outcomes, operating-model change, adoption risk, security, governance, and implementation readiness. - Use approved AI tools to improve account research, preparation, follow-through, and signal synthesis while protecting customer confidentiality and data. - Distinguish uniquely human work,trust, judgment, negotiation, and executive alignment,from work that can be augmented or automated. - Use market and customer insight to refine AI narratives, objection handling, and priority use cases without overstating product capability. The US annualized OTE range for this position is $283,000.00-$425,000.00 with a pay mix of 50/50 (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 fluency - service-operations fluency - complex deal strategy --- Source: [Apply at zendesk.wd1.myworkdayjobs.com](https://zendesk.wd1.myworkdayjobs.com/en-US/zendesk/job/Remote-Minnesota-United-States-of-America/Enterprise-Account-Executive_R35391?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)