Enterprise Account Executive (New Business)

Zendesk, Inc.; España; Hybrid; EUR 120,000 - 180,000; Full time

Job summary

Zendesk, Inc. in Madrid is seeking an experienced Enterprise Account Executive to drive growth across the Iberian market (Spain & Portugal). You will lead new business efforts, build executive relationships, and articulate the value of AI-powered CX solutions to large enterprises.

You will navigate multi-month deals, design strategic account plans, and collaborate with Customer Success, Solutions Engineering, and Product teams to deliver measurable ROI. Fluency in English and Spanish is required.

Qualifications

• 8+ years of cloud/software B2B sales or solution engineering experience.
• Proven success navigating complex Enterprise sales cycles with multi-month engagements and PoCs.
• Demonstrated success selling into Enterprise organizations ($1B+ in revenue).
• Strong quota attainment (2 of the last 3 years) and Presidents Club a plus.
• Skilled at engaging VP and C-level executives with AI-powered CX value.
• Experience creating and executing territory/account growth plans.
• Fluency in English and Spanish; Portuguese is a plus.

Responsibilities

• Drive top line revenue growth by acquiring new Enterprise customers across Iberian Market (Spain & Portugal).
• Expand AI and automation adoption; cross-sell and upsell Zendesk solutions.
• Manage and nurture key customer relationships for retention and growth.
• Use data insights and analytics to prospect effectively and expand within accounts.
• Create quarterly territory and account plans to grow Zendesk's Enterprise market share.
• Develop deep understanding of Zendesk's AI/CX platform and align to business goals.
• Lead complex, multi-stakeholder sales cycles with PoCs and AI-enabled design.
• Maintain a robust pipeline and accurate forecasting to exceed revenue goals.
• Build and sustain C-level relationships as a trusted advisor.
• Collaborate with Leadership, Customer Success, Solutions Eng, and Product.
• Negotiate and close high-value enterprise deals with business cases and ROI.
• Stay current with industry trends, AI advances, and competitive landscapes.

Skills

Enterprise sales

Executive stakeholders

Quota attainment

Negotiation

Multi-month deals

Territory growth

Presentation skills

English fluency

Education

BA/BS or equivalent

Tools

Salesforce

Outreach

Clari

Seismic

Looker

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 that ambition by building products rooted in AI, automation, and intelligent customer experiences, because behind every interaction lies an opportunity to make a human connection.

We're seeking a proven Enterprise Account Executive based in Madrid, Spain, driving growth within one of the most dynamic technology markets in the world. In this role, you'll help Enterprise organizations transform their customer experience through AI-driven service solutions that improve efficiency, scalability, and impact. You will play a vital role in growing our Enterprise account base. Building trusted relationships, introducing innovative AI and CX solutions, and expanding Zendesk's footprint within high-value, strategic accounts.

What You'll Be Doing:

• Drive top line revenue growth by acquiring new Enterprise customers across the Iberian Market (Spain & Portugal) and executing strategies to penetrate companies above 1500 employees. This will be a role predominantly focused in new business, so prospecting skills and experience are a MUST.
• Proactively identify and pursue opportunities to expand AI and automation adoption, cross-selling and upselling Zendesk's solutions to optimize customer outcomes and profitability.
• Manage and nurture key customer relationships to ensure satisfaction, retention, and long-term partnership growth.
• Use data insights, intent signals, and adoption analytics to prospect effectively, enhance retention, and expand within existing accounts.
• Create quarterly territory and account plans, outlining strategies and actionable tactics to increase Zendesk's Enterprise market share in the region.
• Develop a deep understanding of Zendesk's AI and CX platform, aligning our technology to customers' business objectives and transformation goals.
• Lead complex, multi-stakeholder sales cycles, including multi month, value-centric deals with proof of concept stages and AI-enabled solution design.
• Maintain a robust, well qualified pipeline and accurate forecasting to exceed quarterly and annual revenue goals.
• Build and sustain C-level executive relationships, positioning Zendesk as a trusted advisor in customer experience and AI innovation.
• Collaborate cross-functionally with leadership, Customer Success, Solutions Engineering, and Product teams to deliver cohesive, value-driven solutions.
• Negotiate and close high value, enterprise scale deals using a consultative approach and compelling business cases that highlight measurable ROI.
• Stay current with industry trends, AI advancements, and competitive landscapes to effectively position Zendesk in a rapidly evolving market.

What You Bring to the Role:

• 8+ years of cloud/software B2B sales or solution engineering experience, with a consistent record of exceeding sales targets.
• Proven success navigating complex Enterprise sales cycles involving multi month engagements, proof of concepts, and executive-level stakeholder management.
• Demonstrated success selling into Enterprise organizations ($1B+ in revenue)
• Strong track record of quota attainment (2 of the last 3 years) and recognition for top performance; President's Club membership a plus.
• Skilled in engaging VP and C-level executives, with the ability to articulate the value of AI-powered CX solutions in business terms.
• Strong presentation, negotiation, and closing abilities with consultative selling expertise.
• Experience creating and executing territory and account growth plans that drive measurable results.
• Entrepreneurial spirit, collaborative mindset, and passion for innovation and professional growth.
• Familiarity with key Sales tools, including Salesforce, Outreach, Clari, Seismic, and Looker.
• BA/BS degree or equivalent experience required
• 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, s