SMB account executive in SaaS

Zendesk, Inc.; Lisboa; Hybrid; EUR 60,000 - 100,000; Full time

Job summary

Zendesk, Inc. ищет специалиста по продажам в SaaS для работы с SMB‑клиентами. Ваша задача — развивать воронку, выстраивать отношения и проводить сложные сделки, используя AI‑инструменты и данные заказчика.

Требуется опыт B2B продаж и знание немецкого языка на родном уровне. Работа гибридная: офисы по всему миру, часть времени удалённо. Вас ждут взаимодействие с инженерами по решениям AI, командами маркетинга и успеха клиентов, а также возможность влиять на стратегию продаж и развитие продуктовой

Qualifications

• Опыт не менее 2 лет B2B продаж в SaaS-окружении и превышение планов.
• Опыт развития отношений на разных уровнях клиента и ведение сложных сделок.
• Умение обсуждать архитектуру AI-продуктов и интеграции.
• Навыки исследований клиентов, охвата и закрытия сделок с помощью ИИ.
• Отличная организация, умение прогнозировать в CRM, работа с Salesforce или аналогами.
• Предпринимательский дух, командная работа и стремление к росту в области AI.

Responsibilities

• Генерировать топ-линии: развивать новые SMB‑клиентов и расширение существующих.
• Строить и поддерживать эффективные воронки продаж и прогнозы в Salesforce.
• Вести коммуникацию на всех стадиях цикла продажи и контракты с AI‑инструментами.
• Совместно с SE и специалистами AI выстраивать решения под бизнес‑цели заказчика.
• Обосновывать ROI и ценностные кейсы для закупок.
• Инициировать кросс‑продажи и апсейл, следить за удовлетворённостью и удержанием.
• Отслеживать тренды рынка ИИ и конкурентов для корректировки стратегий.
• Вести точный pipeline и еженедельные/ежемесячные/квартальные прогнозы.
• Сотрудничать с маркетингом и бизнес‑развитием для повышения эффективности кампаний.
• Вести диалог по архитектуре продукта и интеграциям с клиентами, работу с ответсвенными лицами.

Skills

B2B продажи

SaaS

Стратегия продаж

Прогнозирование

CRM (Salesforce)

Немецкий язык (родной)

Education

BA/BS или эквивалент

Tools

Salesforce

Outreach

Clari

Job description

Описание:

Join us at Zendesk, where we’re on a mission to power exceptional service for every person on the planet. Our AI-informed solutions transform every interaction into an opportunity for authentic human connection, empowering organizations to create outstanding customer experiences at scale.

Задачи:

Drive top-line revenue growth by acquiring new SMB customers, leveraging innovative and AI-powered strategies for pipeline development and account expansion. Manage and nurture customer relationships to ensure high satisfaction and retention by personalizing outreach and automating workflows through AI tools. Proactively lead complex sales cycles by integrating AI insights and customer data to craft tailored, outcome-driven solutions for each customer. Co-create with customers clear AI transformation roadmaps grounded in measurable KPIs, uncovering and addressing unique business challenges through deep AI-driven insights. Develop and articulate compelling, data-backed ROI and value cases that impact procurement decisions and demonstrate clear business impact. Tracking and communicating realized outcomes to foster loyalty and drive upsell opportunities. Hold consultative technical conversations regarding AI product architecture and integrations, collaborating closely with Solutions Engineers, AI Specialists, and cross-functional teams to co-design innovative solutions. Identify and pursue opportunities to cross-sell and up-sell new products and services, maximizing account revenue and profitability by understanding adoption history and customer needs. Consistently anticipate AI market trends and competitor moves, leveraging this intelligence to sharpen deal strategies and influence Zendesk’s go-to-market approach. Build and maintain a robust, accurately tracked pipeline of qualified opportunities in Salesforce, providing weekly, monthly, and quarterly forecasts while meeting or exceeding revenue targets and activity KPIs. Collaborate with Marketing, Business Development, and other internal teams to optimize sales campaigns and execution, ensuring seamless and tech-enabled customer engagement. Champion the customer voice and act as a Zendesk AI thought leader. Staying relentlessly curious about new trends and raising organizational standards for AI-powered sales excellence. Demonstrate an understanding of local market dynamics and customer behaviors relevant to your assigned territory or region. Manage sales pipeline rigorously, employing qualification frameworks and consistent forecasting to maximize deal velocity and accuracy. Handle renewal processes and collaborate cross-functionally to ensure seamless customer onboarding and account expansion. Collaborate effectively with internal teams including marketing, customer success, and product specialists to amplify sales impact.

Требования:

At least 2 years B2B sales or solution engineering experience in SaaS, with a proven record of exceeding targets. Experience engaging and expanding relationships across various customer levels, ideally within a technology-driven environment. Strong technical aptitude and proven ability to have detailed conversations about AI product architecture and integrations. Demonstrated success in account research, prospecting, customer outreach, and closing deals using AI-assisted and traditional methods. Excellent organizational skills with the ability to manage a high volume of opportunities, multiple priorities, and detailed forecasting through Salesforce or similar CRM tools. Entrepreneurial spirit, collaborative mindset, and relentless drive for learning and growth. Especially, regarding AI and automation trends. Outstanding communication, presentation, and negotiation abilities. Experience creating and executing territory/account plans and leveraging key sales tools such as Salesforce, Outreach, and Clari. BA/BS degree or equivalent experience. Willingness to travel as needed. German Speaker (Native level) Customer-Centric Innovator: Anticipates customer needs and drives innovation by blending human experience with AI capabilities to deliver meaningful business impact and value. Data-Driven Decision Maker: Utilizes AI-generated insights and analytics to inform, optimize, and personalize every stage of the sales process from discovery through closing. Collaborative Influencer: Fosters strong, trust based partnerships, both internally and externally, to elevate team performance and customer outcomes. Continuous Learner & Mentor: Proactively stays ahead of AI trends, shares knowledge, and develops peers to build collective AI fluency across the organization. Strategic Thinker with Execution Focus: Balances visionary thinking about the future of AI-enabled sales with disciplined, results-oriented execution for high impact outcomes.

Условия:

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.