# SMB Account Executive

**Company**: Zendesk
**Location**: San Francisco, California
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $134,000.00-$200,000.00
**Category**: Sales
**Industry**: Technology

**Apply**: https://zendesk.wd1.myworkdayjobs.com/en-US/zendesk/job/San-Francisco-California-United-States-of-America/SMB-Account-Executive---Expansion_R35530?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_d5c6d4bf-e7c

## Description

Join Zendesk as a dedicated, AI-savvy SMB Account Executive with a proven track record in B2B sales and a passion for driving SaaS growth.

In this role, you will grow our SMB account base by hunting new opportunities, closing deals of all sizes, and building broad, trusted relationships.

**Key Responsibilities:**

- Drive top-line revenue growth by acquiring new SMB customers, leveraging innovative and AI-powered strategies for pipeline development and account expansion.

- Manage and nurture customer relationships to ensure high satisfaction and retention by personalizing outreach and automating workflows through AI tools.

- Proactively lead complex sales cycles by integrating AI insights and customer data to craft tailored, outcome-driven solutions for each customer.

- Co-create with customers clear AI transformation roadmaps grounded in measurable KPIs, uncovering and addressing unique business challenges through deep AI-driven insights.

- Develop and articulate compelling, data-backed ROI and value cases that impact procurement decisions and demonstrate clear business impact.

- Hold consultative technical conversations regarding AI product architecture and integrations, collaborating closely with Solutions Engineers, AI Specialists, and cross-functional teams to co-design innovative solutions.

- Identify and pursue opportunities to cross-sell and up-sell new products and services, maximizing account revenue and profitability by understanding adoption history and customer needs.

- Consistently anticipate AI market trends and competitor moves, leveraging this intelligence to sharpen deal strategies and influence Zendesk’s go-to-market approach.

- Build and maintain a robust, accurately tracked pipeline of qualified opportunities in Salesforce, providing weekly, monthly, and quarterly forecasts while meeting or exceeding revenue targets and activity KPIs.

- Collaborate with Marketing, Business Development, and other internal teams to optimize sales campaigns and execution, ensuring seamless and tech-enabled customer engagement.

- Champion the customer voice and act as a Zendesk AI thought leader.

**Requirements:**

- At least 2 years B2B sales or solution engineering experience in SaaS, with a proven record of exceeding targets.

- Experience engaging and expanding relationships across various customer levels, ideally within a technology-driven environment.

- Strong technical aptitude and proven ability to have detailed conversations about AI product architecture and integrations.

- Demonstrated success in account research, prospecting, customer outreach, and closing deals using AI-assisted and traditional methods.

- Excellent organizational skills with the ability to manage a high volume of opportunities, multiple priorities, and detailed forecasting through Salesforce or similar CRM tools.

- Entrepreneurial spirit, collaborative mindset, and relentless drive for learning and growth.

- Outstanding communication, presentation, and negotiation abilities.

- Experience creating and executing territory/account plans and leveraging key sales tools such as Salesforce, Outreach, and Clari.

- BA/BS degree or equivalent experience.

- Willingness to travel as needed.

**What We Offer:**

- US annualized OTE (On Target Earnings) range: $134,000.00-$200,000.00 with a pay mix of 60/40 (base/commission).

- Eligibility for bonus, benefits, or related incentives.

- Hybrid way of working, enabling purposeful in-person connections and remote work flexibility.

## Skills

### Required
- AI
- B2B sales
- SaaS
- Salesforce
- CRM
- Communication
- Presentation
- Negotiation

### Nice to have
- Outreach
- Clari
- Solution Engineering

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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---Expansion_R35530?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)