Commercial Account Executive

Zscaler, Inc.; Frankfurt; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Zscaler, Inc. is seeking an Account Executive, Commercial in Frankfurt to drive net new logos and upsell opportunities within a 750–5,000 user segment.

You will build compelling business cases and collaborate across Sales Engineering, Solution Architecture, and Transformation teams to advance complex deals.

Qualifications

• Foundational understanding of AI/ML technologies and their application in a business context.
• Minimum 3 years of sales experience with quotas in the German market.
• Proven track record of net new logo acquisition and leveraging channel partnerships.
• Strong discipline to follow a structured sales process with coaching.
• Experience in a team-based sales environment using internal and partner resources.
• Professional fluency in German.

Responsibilities

• Own and manage a territory focusing on net new logos and 750–5,000 user segments.
• Develop and present business cases highlighting value and differentiation for stakeholders.
• Collaborate with Sales Engineering and partners to navigate complex sales cycles.
• Drive pipeline generation through targeted field marketing and channel initiatives.
• Maintain accountability for sales targets and ensure customer success.

Skills

AI/ML basics

Sales experience

German market

Channel partnerships

Solution selling

Territory management

Education

Bachelor's degree in Business

Tools

CRM (e.g., Salesforce)

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, Commercial to join our team in Frankfurt reporting to the Sales Director in the Sales and Go-to-Market department. You will drive a secure, cloud-enabled digital future by managing a territory focused on net new logo and up-sell opportunities for accounts with 750 to 5,000 users. Your focus is on building high-impact business cases that demonstrate clear value and differentiation across all levels of prospect organizations.

What you'll do (Role Expectations)

• Own an assigned territory with a focus on capturing net new logos and driving up-sell opportunities within the 750 to 5,000 user segment
• Develop and present comprehensive business cases that articulate clear value and differentiation to stakeholders at all levels
• Collaborate cross-functionally with Sales Engineering, Solution Architecture, and Transformation teams to navigate complex sales cycles
• Drive consistent pipeline generation through innovative techniques, field marketing initiatives, and strategic engagement with top-tier channel partners
• Maintain high accountability for sales targets while leveraging internal resources and partners to ensure customer success

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)

• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• Minimum 3 years of sales experience with a revenue quota selling to commercial accounts in the German market
• Proven history of over-achievement in net new logo acquisition and a deep understanding of how to leverage channel partnerships
• Strong discipline to execute a proven sales process from start to finish alongside a coachable mindset
• Demonstrated ability to succeed in a \"team sales\" environment by effectively utilizing internal and partner resources
• Professional fluency in German

What Will Make You Stand Out (Preferred Qualifications)

• Experience leveraging AI-driven conversational intelligence or predictive analytics tools to optimize commercial territory planning and accelerate deal velocity
• Direct experience selling security, SaaS, or enterprise software solutions
• Bachelor's degree in Business or a related field of