Commercial Account Executive (New Business)

Zendesk, Inc.; Madrid; Hybrid; EUR 80,000 - 110,000; Full time

Job summary

Zendesk is seeking an Account Executive to drive Iberian market growth from Madrid, focusing on new business in Spain and Portugal, with a strong background in cloud/software B2B or AI sales and a track record of exceeding targets.

You will build relationships, cross-sell solutions, manage complex, multi-month deals with PoCs, and collaborate with cross-functional teams to forecast accurately and grow revenue while engaging C-level executives.

Qualifications

• BA/BS degree or equivalent experience required.
• Experience in cloud/software B2B / AI sales or solution engineering, with a minimum of 4 years of experience and a proven track record of exceeding sales targets.
• Strong, consistent track record of achieving targets & quota achievement
• Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
• A history of successfully selling to C-level executives.
• Outstanding presentation, negotiation, and deal-closing abilities.
• Experience creating and leveraging territory and account plans.
• An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
• Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic and Looker.
• Ability to travel to customer locations
• Spanish and English (Portuguese is a plus)

Responsibilities

• Directly drive top-line revenue growth by acquiring new customers and developing strategies to penetrate top tier accounts in the Iberian Market (Spain and Portugal), based in Madrid. This will be a role predominantly focused in new business, so prospecting skills and experience are a MUST.
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
• Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of Spanish and Portuguese existing clients.
• Create quarterly territory plans, developing strategies and actionable tactics to increase our market share.
• Demonstrate a strong understanding of Zendesk products and align them with clients business objectives to secure product expansion and customer satisfaction.
• Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
• Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
• Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
• Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
• Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
• Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

Skills

B2B sales

AI sales

C-level selling

Quota attainment

Presentation

Negotiation

Territory planning

Account planning

Sales tools

Travel

Languages: Spanish/English

Education

BA/BS degree

Tools

Salesforce

Outreach

Clari

Seismic

Looker

Job description

Job Description

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.

To achieve this, we're in search of a successful Account Executive with a proven track record in B2B sales preferable with AI-sales experience. You will play a vital role in growing our business. Your focus will be on building relationships and introducing innovative solutions to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepening Zendesk's impact.

What You'll Be Doing:

• Directly drive top-line revenue growth by acquiring new customers and developing strategies to penetrate top tier accounts in the Iberian Market (Spain and Portugal), based in Madrid. This will be a role predominantly focused in new business, so prospecting skills and experience are a MUST.
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
• Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of Spanish and Portuguese existing clients.
• Create quarterly territory plans, developing strategies and actionable tactics to increase our market share.
• Demonstrate a strong understanding of Zendesk products and align them with clients business objectives to secure product expansion and customer satisfaction.
• Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
• Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
• Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
• Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
• Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
• Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.

• Experience in cloud/software B2B / AI sales or solution engineering, with a minimum of 4 years of experience and a proven track record of exceeding sales targets.

• Strong, consistent track record of achieving targets & quota achievement

• Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.

• A history of successfully selling to C-level executives.

• Outstanding presentation, negotiation, and deal-closing abilities.

• Experience creating and leveraging territory and account plans.

• An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.

• Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic and Looker.

• Ability to travel to customer locations

• Spanish and English (Portuguese is a plus)

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 submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to [e-mail] with your specific accommodation request.