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:
- 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 (On Target Earnings) range for this position is $340,000.00-$510,000.00 with a pay mix of 50/50 (base/commission).
Work Environment: This role is hybrid, requiring attendance at the local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.