Account Executive (English speaking)

Zendesk, Inc.; Elm (PA); Hybrid; USD 283,000 - 425,000; Full time

Benefits offered by this job

Hybrid work model

Disability accommodations

Job summary

Zendesk, Inc. seeks a Hunter AE to create and close durable net-new business in a high-growth, AI-powered CX platform context. You will drive a disciplined prospecting-to-close process, translating customer priorities into a credible Zendesk value proposition.

You will own deal progression, negotiate within guardrails and ensure clean handoffs to post-sale teams. Responsibilities include building a robust pipeline, maintaining CRM integrity, and delivering ROI-focused business cases to executive

Qualifications

• Proven capability in complex B2B SaaS new-business selling.
• Experience with executive engagement and deal strategy.
• Evidence of quota attainment and growth results.
• Ability to discuss AI and platform value credibly at business level.

Responsibilities

• Create and close durable net-new business with targeted outbound efforts.
• Lead a repeatable prospecting-to-close process from discovery to contract.
• Translate customer priorities into Zendesk AI value proposition.
• Maintain CRM data, pipeline health and accurate forecasting.
• Engage cross-functionally with business, technical and procurement stakeholders.

Skills

B2B SaaS

New-business selling

Executive engagement

Quota attainment

Value-based discovery

Tools

CRM

Forecasting

Job description

Job Description

Join us at Zendesk, where we are on a mission to power exceptional service for every person on the planet. We are accelerating that ambition by building AI-driven, intelligent CX solutions rooted in the belief that behind every interaction is an opportunity to make a meaningful human connection.

The Hunter AE creates and closes durable net-new business. The role turns priority prospects into customers through disciplined prospecting, consultative discovery, evidence-based value cases, executive selling, commercial judgment and a clean transition to the post-sale account team. It does not own installed-base expansion or post-sale commercial outcomes.

Create and maintain enough qualified net-new pipeline to meet or exceed quota through targeted outbound, inbound conversion, partner routes and disciplined territory planning.

Lead a repeatable prospecting-to-close process: discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting and close.

Translate customer business priorities, service-operation challenges and transformation goals into a credible Zendesk platform and AI value proposition.

Own commercial strategy, deal progression and negotiation within approved guardrails; protect customer value and delivery credibility.

Maintain accurate CRM data, pipeline health, forecast discipline and early risk visibility; Document customer goals, stakeholders, use cases, commitments and success conditions for a clean handoff; Day one: executive and multi-threaded selling that earns trust with business, technical, financial, security and procurement stakeholders.

Day one: commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully and qualify out when the fit is not credible.

Day one: CRM, forecast and operating discipline; the ability to inspect facts, surface risk early and maintain mutual accountability.

Developable: deeper Zendesk platform, AI and service-operations fluency; Differentiating: the ability to shape the customer's problem, create demand where none exists and mobilize a buying committee without overselling.

Scarce: repeated success closing large, complex net-new deals with executive access, competitive strategy and strong business-case construction.

• Relevant background: demonstrated capability in complex B2B SaaS new-business selling, value-based discovery and commercial deal ownership.
• Customer impact: demonstrated ownership of outcomes, not only activity; evidence should show decision quality, follow-through and measurable customer or commercial impact.
• Commercial proof: evidence of prospecting discipline, quota attainment or equivalent growth results, executive engagement and complex deal judgment.
• AI and platform fluency: ability to discuss AI, automation, service operations and platform value credibly and know when specialist depth is required.
• Discuss AI, automation, CX and platform value credibly at the business level; Frame AI opportunities in terms of measurable customer outcomes, operating-model change, adoption risk, security, governance and implementation readiness.
• Use approved AI tools to improve account research, preparation, follow-through and signal synthesis while protecting customer confidentiality and data.
• Use market and customer insight to refine AI narratives, objection handling and priority use cases without overstating product capability.
• You will help customers move from a service challenge to a decision-ready case for change. The strongest candidates combine disciplined new-business craft with the ability to make an AI-powered, platform-level future state credible to executive buyers.

The US annualized OTE (On Target Earnings) range for this position is $283,000.00-$425,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

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 peopleandplaces@zendesk.