Account Executive, Majors

Zscaler; Deutschland; Remote; EUR 103,000 - 148,000; Full time

Job summary

Zscaler, a leading AI-powered security company, seeks an Account Executive Majors Germany to drive net new logos and upsell within major German enterprises. This remote role, ideally near Frankfurt, reports to the Regional Sales Director and requires a strong focus on MEDDPICC, value selling, and enterprise relationships.

You will build trusted advisor relationships with CIOs and business leaders, shape long-term strategies, and collaborate across teams to deliver customer outcomes in a

Qualifications

• 5+ years of full-cycle software or security sales with C-Level engagements.

Responsibilities

• Manage an assigned territory in Germany focused on net new logo acquisition and upsell opportunities in large enterprises.
• Build relationships with C-Level decision-makers.
• Create long-term account strategies aligned with customer goals.
• Collaborate with internal teams as ONE TEAM to meet customer needs and contribute to account planning.
• Act as a trusted advisor by understanding client businesses and aligning Zscaler solutions with their goals.

Skills

Full-cycle software sales

C-Level engagement

German & English fluency

AI tools awareness

Enterprise territory management

Tools

MEDDPICC

Value Selling

Job description

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

Role

We are looking for an Account Executive Majors Germany to join our team. This is a remote (ideally close to Frankfurt) role, reporting to the Regional Sales Director in the GTM Sales Majors Germany department. You will serve as a Trusted Advisor to complex enterprises, positioning Zscaler’s AI-powered Zero Trust Exchange as the foundation for their digital transformation. You will drive high-impact outcomes through sales process excellence (MEDDPICC) and Value Selling, orchestrating the strategic engagements required to cement Zscaler’s position as a global leader in the AI age.

What you’ll do (Role Expectations)

• Manage an assigned territory in Germany focused on net new logo acquisition and upsell opportunities in the largest companies in region
• Build relationships with key stakeholders, including C-Level decision-makers
• Create long-term account strategies aligned with customer goals
• Collaborate with internal teams as ONE TEAM to meet customer needs and contribute to account planning
• Act as a trusted advisor by understanding client businesses and aligning Zscaler solutions with their goals

Who You Are (Success Profile)

• You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
• You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
• You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

What We’re Looking for (Minimum Qualifications)

• Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
• 5+ years of full-cycle sales experience within the software or security industry
• Progressive selling experience engaging with accounts and selling at the C-Level
• Demonstrated proficiency in using structured sales frameworks specifically MEDDPICC and Value Selling to qualify opportunities, navigate multi-stakeholder environments, and close six-to-seven-figure deals
• Business fluency in German and English

What Will Make You Stand Out (Preferred Qualifications)

• Experience leveraging AI-powered sales intelligence, predictive forecasting, or conversational AI platforms to optimize enterprise territory planning and pipeline acceleration
• Deep understanding of the bigger picture, customer goals, and how technology facilitates business outcomes
• Proficiency in strategic sales planning with a proven track record of closing net new logos

#LI-MM5 #LI-Hybrid

Zscaler’s salary ranges are benchmarked and determined by role and level. The range displayed on this job posting reflects the minimum and maximum target for new hire base salaries for this position across all Germany locations. Individual pay placement within this range is determined based on objective, gender-neutral criteria including job-related skills, relevant experience, and education or training. The base salary range listed for this full-time position excludes commission/bonus/equity (if applicable) and benefits.

Base Pay Range

€103.250—€147.500 EUR

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!

Learn more about Zscaler's hybrid working model and benefits here (https://www.zscaler.com/candidate-resource-hub) .

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal (https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.