AI-Powered SMB Sales Leader

Ultimate.ai; San Francisco (CA); Hybrid; USD 170,000 - 254,000; Full time

Job summary

Zendesk is seeking an inspiring, AI-forward Manager, SMB Sales to lead a high-performing Account Executive team. You will recruit, coach, and drive growth across new business and expansions, utilizing AI insights, data, and collaboration with cross-functional partners.

You will guide high-velocity sales cycles, build strategic roadmaps for AI-driven transformation, and shape measurable outcomes. The role requires strong leadership, coaching, and a passion for developing talent.

Qualifications

• Extensive experience in sales leadership within SaaS or Customer Support tech.
• Consistent track record of leading teams to 100%+ quota achievement.
• Experience managing high velocity sales teams across transactional and six-figure deals.
• Ability to leverage AI, predictive analytics, and automation to boost productivity.
• Strong cross-functional collaboration with customer-facing, technical, and operational teams.
• Exceptional presentation, organization, coaching, and listening skills.
• Analytical, data-driven, and proficient in forecasting and strategic planning.
• Passion for developing talent, especially early career reps, in a performance-driven culture.

Responsibilities

• Lead, coach, and develop a team of Account Executives to meet quotas.
• Recruit, onboard, and mentor talent while fostering AI learning.
• Guide the team through fast-moving, multi-stakeholder sales cycles using AI insights.
• Help AEs build strategic roadmaps for AI-driven transformation and long-term value.
• Coach on AI-powered ROI cases to influence procurement decisions.
• Identify expansion, upsell, and renewal opportunities via data signals.
• Collaborate with Solutions Engineers, AI Specialists, Product, and Marketing.
• Coordinate product capability discussions and AI architecture when needed.
• Conduct weekly forecast and pipeline reviews for clarity and guidance.
• Create dashboards to monitor sales efficiency, pipeline health, and customer behavior.
• Report insights and regional trends to leadership.
• Innovate sales processes by automating workflows and refining demos.

Skills

Sales leadership

SaaS sales

Quota attainment

AI tools

Forecasting

Cross-functional collaboration

Coaching

Talent development

BA/BS degree

Willingness to travel

Education

BA/BS degree or equivalent experience

Job description

Zendesk is seeking an inspiring, AI-forward Manager, SMB Sales to lead a high-performing Account Executive team. You will recruit, coach, and drive growth across new business and expansions, utilizing AI insights, data, and collaboration with cross-functional partners.

You will guide high-velocity sales cycles, build strategic roadmaps for AI-driven transformation, and shape measurable outcomes. The role requires strong leadership, coaching, and a passion for developing talent.