Senior SMB Account Executive

Zendesk, Inc.; Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Office presence in Melbourne

Job summary

Zendesk, Inc. in Melbourne is seeking a Senior SMB Account Executive with a proven B2B SaaS sales track record to drive revenue growth by acquiring new customers and expanding existing accounts.

You will hunt for new opportunities, manage relationships across multiple stakeholders, and collaborate cross-functionally to deliver customer-centric solutions that align with business goals. This hybrid role requires in-office presence part of the week.

Qualifications

• 4+ years of B2B sales or solution engineering experience, preferably in SaaS.
• Proven track record of exceeding sales targets.
• Experience in managing and expanding customer relationships at multiple levels.
• Strong presentation, negotiation, and deal-closing skills.
• Strong account research, prospecting, and customer outreach skills.
• Entrepreneurial spirit and collaborative mindset.
• Knowledge of industry trends and ability to engage key decision makers.

Responsibilities

• Drive top-line revenue growth by acquiring new customers and expanding accounts.
• Manage and nurture customer relationships to ensure satisfaction and retention.
• Cross-sell additional Zendesk products to optimize account revenue and profitability.
• Use data insights and adoption history to prospect new clients and improve retention.
• Convey Zendesk benefits aligned with customers' objectives to drive expansion.
• Lead competitive sales cycles with strong value selling and business cases.
• Maintain a robust pipeline and accurately track sales stages in Salesforce.
• Provide accurate weekly, monthly, and quarterly forecasts and exceed revenue goals.
• Collaborate with internal teams to refine sales strategies and execution.
• Exceed weekly and monthly activity and pipeline KPIs.

Skills

B2B sales

SaaS

Account management

Negotiation

Prospecting

Sales forecasting

Cross-functional collaboration

Education

BA/BS degree or equivalent

Tools

Salesforce

Clari

Job description

Join us at Zendesk, where we're on a mission to power exceptional service for every person on the planet. We're accelerating our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection.

In pursuit of this vision, we are seeking a dedicated Senior SMB Account Executive with a proven track record in B2B sales and a passion for driving growth in the SaaS landscape. In this role, you'll be growing our SMB account base by hunting for new opportunities and closing deals of varying sizes. You are skilled in building and maintaining broad relationships, and working cross‑functionally. Your focus will be on revenue growth by building relationships and introducing innovative solutions to customers, deepening Zendesk's impact by aligning to our customers' goals.

What You'll Be Doing:

• Drive top-line revenue growth by acquiring new customers and developing strategies for account expansion.
• Manage and nurture customer relationships ensuring high satisfaction and retention levels.
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• Use data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies.
• Understand and convey the benefits of Zendesk products, aligning them with customers' business objectives to ensure customer satisfaction and product expansion.
• Lead competitive sales cycles utilizing strong communication skills and value selling to articulate compelling business cases.
• Consistently develop a robust pipeline of qualified opportunities accurately tracking details and sales stages in Salesforce.
• Provide accurate weekly, monthly, and quarterly forecasts, and exceed quarterly and annual revenue goals.
• Collaborate with internal teams to enhance sales strategies and streamline sales execution.
• Exceed weekly and monthly activity and pipeline KPIs.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.
• At least 4 years of B2B sales or solution engineering experience, preferably in the SaaS industry with a proven record of exceeding sales targets.
• Experience in managing and expanding customer relationships at various levels.
• Strong presentation, negotiation, and deal closing skills.
• Strong account research, prospecting, and customer outreach skills.
• An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
• Knowledge of industry trends and the ability to build relationships with key decision makers.
• Outstanding organizational and multi-tasking skills with the ability to handle high volumes of opportunities simultaneously.
• Experience creating and leveraging territory plans.
• Familiarity with key Sales tools such as Salesforce, and Clari.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

The intelligent heart of customer experience Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.

Zendesk is an equal opportunity employer, and we're proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here .

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to