Senior Commercial Account Executive, UKI

Ultimate.ai; Dublin; Hybrid; EUR 70,000 - 110,000; Full time

Job summary

Zendesk is seeking a Commercial Account Executive for the UKI region to drive new business and expand existing partnerships with a focus on Generative AI solutions. You will own the entire sales lifecycle, engage with C-level stakeholders, and collaborate with internal teams to refine sales strategies.

You will operate in a hybrid model, traveling as needed, and play a pivotal role in delivering customer-value through AI-powered capabilities across commercial accounts.

Qualifications

• BA/BS degree or equivalent experience required.
• At least 4 years of B2B sales or solution engineering experience in SaaS.
• End-to-end deal management from lead to contracting.
• Experience selling in the UK/Irish market.
• Expertise navigating complex sales cycles with proof of concept stages.
• Proven ability to engage with C-level and VP executives.
• Knowledge of AI/ML concepts and Generative AI applications.
• Experience expanding customer relationships and renewals.

Responsibilities

• Drive top-line revenue by acquiring new commercial customers and expanding accounts.
• Own the full sales cycle from prospecting to closing.
• Manage relationships for maximum satisfaction, retention and strategic partnerships.
• Present value of Zendesk's AI-powered platform to executives.
• Cross-sell additional products to existing clients.
• Leverage data and intents to improve new business pipeline and retention.

Skills

B2B sales

SaaS sales

End-to-end deal management

C-level engagement

AI/ML knowledge

Territory/account planning

Education

BA/BS degree or equivalent

Tools

Salesforce

Clari

Gong

Groove

Job description

Job Description

Commercial Account Executive, UKI

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, increasingly powered by cutting-edge AI.

In pursuit of this vision, we are seeking a dedicated Account Executive with a proven track record in B2B sales and a passion for driving growth in the SaaS landscape. You will play a vital role in growing our Commercial account base and owning the full sales lifecycle. Your focus will be on building relationships and introducing innovative solutions—especially those leveraging Generative AI—to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepen Zendesk's impact by aligning to our customers’ goals.

What You'll Be Doing

• Drive top-line revenue growth by acquiring new commercial customers and developing innovative strategies for account expansion.
• Own the entire sales cycle, from strategic new business prospecting through sophisticated negotiation and expertise closing.
• Manage and nurture customer relationships ensuring maximum satisfaction and retention, and promoting long-term strategic partnerships.
• Act as a strategic advisor to C-Suite and VP executives, articulating the vision and transformative value of Zendesk's AI-powered platform and its impact on their business objectives (e.g., customer experience, operational efficiency, cost savings).
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• 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 existing clients.
• Lead complex and competitive sales cycles utilizing your strong communication skills and value selling to articulate compelling business cases.
• Consistently develop a robust pipeline of qualified new business opportunities and maintain an accurate forecast to exceed quarterly and annual revenue goals.
• Establish and maintain executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
• Collaborate with internal teams to enhance sales strategies and streamline sales execution.
• Exceed revenue goals on a quarterly and annual basis leveraging weekly and monthly 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.
• Demonstrable expertise in end-to-end deal management, from lead generation and qualification to technical evaluation and contracting.
• Experience selling in the UK/Irish market.
• Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
• Proven ability to engage, present to, and influence C-level (CEO, COO, CIO) and VP-level executives, translating complex product capabilities into clear business outcomes.
• Strong foundational understanding of Artificial Intelligence (AI) and Machine Learning (ML) principles, with the confidence to discuss strategic AI roadmaps and Generative AI applications with executive stakeholders.
• Experience in managing and expanding customer relationships at various levels.
• Exceptional presentation, negotiation, and deal closing skills, with a proven ability to leverage industry and product knowledge to drive final commitment.
• An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
• Strong knowledge of industry trends and the ability to build relationships with key decision makers.
• Experience creating and leveraging territory and account plans.
• Familiarity with key Sales tools such as Salesforce, Clari Groove and Gong.
• Ability to travel as necessary.

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.