Director, Sales

Zendesk; India; Hybrid; INR 5,000,000 - 8,000,000; Full time

Job summary

Zendesk is seeking a Director of Sales in India (Bangalore or Mumbai) to build and grow a high-impact enterprise sales team across Enterprise and Commercial segments. You will coach AEs, drive complex multi-product deals, and champion a data-informed sales culture.

The role emphasizes executive engagement and strategic market expansion, within a hybrid work model in Karnataka/Maharashtra. The ideal candidate has a proven track record of quota attainment, coaching, and leading SaaS sales teams to

Qualifications

• Strong multi-year (10+ years) management of high-performing B2B SaaS enterprise sales teams with quota targets.
• Proven history navigating complex, multi-product deal cycles and engaging C-suite.
• Hands-on with MEDDPICC and sales tech stacks (Salesforce, Clari, Outreach).
• Willingness to travel for executive relationship-building.
• Based in Bangalore or Mumbai.

Responsibilities

• Inspire, mentor, and grow a high-performing sales team, focusing on development and career growth.
• Lead team through complex enterprise deals and value-centric cycles to unlock opportunities.
• Conduct quarterly territory and account plan reviews to expand Zendesk's enterprise market share.
• Drive forecasting and momentum from discovery to close using MEDDPICC.
• Build trusted relationships with C-level stakeholders internally and with customers.
• Demonstrate a track record of meeting targets and quota attainment.
• Lead SaaS sales with a coaching, empathetic leadership style.
• Navigate multi-stakeholder enterprise cycles with value-selling and negotiation skills.
• Connect pipeline metrics to big-picture growth strategies with data-driven insights.
• Collaborate cross-functionally and foster an entrepreneurial, collaborative culture.

Skills

Leadership

Team leadership

Tools

Salesforce

Clari

Outreach

MEDDPICC

Job description

Job Description

At Zendesk, we believe customer relationships are the foundation of great business. To fuel our next phase of hyper-growth across India and beyond, we are looking for a vision-driven, inspiring enterprise sales leader to guide, grow, and elevate our India business across Enterprise and Commercial segments.

As Director, Sales, you won’t just manage pipelines, you will build high-impact sales strategies, empower a driven team of AEs to thrive in complex enterprise deal cycles, and serve as an executive champion for our largest customer partnerships. If you are passionate about coaching talent, unlocking multi-product SaaS value, and shaping high-performing sales cultures, this is your platform to make an undeniable mark.

The Impact: What You’ll Actually Do

• Champion & Grow Top Talent: Inspire, mentor, and build a high-performing commercial and enterprise sales team, fostering an inclusive environment focused on continuous professional development and career growth.
• Drive Strategic Enterprise Growth: Lead your team through complex, value-centric sales cycles, unlocking new business opportunities and scaling existing key customer relationships.
• Shape Market Strategy: Conduct quarterly territory and account plan reviews, leveraging market trends and executive insights to expand Zendesk’s enterprise market share.
• Pipeline & Operational Excellence: Lead clear, predictable forecasting, championing sales methodologies (like MEDDPICC) to drive momentum from discovery to close.
• Executive Engagement: Build trusted relationships with C-level stakeholders both internally across Zendesk and externally during strategic customer engagements.
• Proven Goal Attainer: You bring a strong, consistent track record of achieving targets and driving quota attainment (demonstrated over recent years), with a relentless drive for excellence.
• An Empowering Sales Leader: You have a proven track record of leading SaaS sales teams to success, with a focus on coaching, empathy, and collective achievement.
• Enterprise Deal Architect: You bring deep expertise in navigating multi-stakeholder enterprise cycles, value-selling, and complex negotiations.
• Strategic & Data-Informed: You easily connect pipeline metrics and forecasting trends to big-picture growth strategies.
• Collaborative Builder: You thrive in dynamic environments, bring an entrepreneurial spirit, and excel at cross-functional partnership.

Core Requirements (Must-Haves)

• Demonstrated Leadership & Performance: Strong multi year (minimum 10 years management) experience managing and growing high-performing B2B SaaS enterprise sales teams (minimum 7 Enterprise AEs) with a history of hitting quota targets year on year.
• Enterprise Sales Mastery: Proven history of navigating complex, multi-product deal cycles and C-suite engagements.
• Tooling & Methodology: Hands-on experience with modern sales methodologies (e.g., MEDDPICC) and sales tech stack ecosystems (e.g., Salesforce, Clari, Outreach).
• Travel: Willingness to undertake customer-facing travel as needed to build strategic executive relationships.
• Based in Bangalore or Mumbai.

Nice-to-Haves

• President’s Club membership or similar industry sales recognition.
• Deep expertise in the enterprise Customer Experience (CX) or AI.

Please note that Zendesk can only hire candidates who are physically located and plan to work from Karnataka or Maharashtra. Please refer to the location posted on the requisition for where this role is based.

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.