Enterprise Account Executive

Zoom; Phoenix (AZ); Hybrid; USD 175,000 - 389,000; Full time

Job summary

Zoom is seeking a high-impact sales leader to drive revenue growth in upmarket technology accounts. You will create comprehensive account strategies, conduct discovery with senior stakeholders, and lead multi-stage deals from validation to contract closure.

You will mentor junior staff in solution selling, collaborate across internal teams to tailor ROI-focused proposals, and use market intelligence to optimize territory and account plans. Hybrid/remote work options available.

Qualifications

• Have expert knowledge of enterprise solution selling methodologies, including value-based selling and complex deal orchestration.
• Demonstrate mastery of advanced account planning frameworks and strategic territory management approaches for upmarket customers.
• Apply specialist insights into business value quantification methods and ROI modeling for enterprise technology solutions.

Responsibilities

• Drive revenue growth through consultative engagement with upmarket accounts.
• Develop comprehensive account strategies aligning solutions with mid-term objectives.
• Lead complex sales cycles from validation through contract negotiation.
• Coordinate multi-stakeholder discussions to define requirements and build consensus on solutions.
• Collaborate with internal teams to tailor proposals demonstrating ROI.
• Mentor junior sales professionals in solution selling methodologies.
• Provide guidance on navigating complex buying cycles and value propositions for upmarket customers.
• Share proven approaches for engaging senior business decision makers and optimize territory strategies.
• Develop account plans identifying expansion opportunities and outlining strategies for adoption.
• Create quarterly business reviews highlighting achieved value and opportunities for deeper engagement.

Skills

Enterprise solution selling

Upmarket account planning

ROI/value modeling

Stakeholder engagement

Job description

Job Profile Purpose

This job drives revenue growth through consultative selling and strategic engagement with sophisticated upmarket technology customers. It develops comprehensive account strategies while mentoring junior sales staff in complex solution-selling methodologies. Overall, the job orchestrates multi-stakeholder sales cycles while leveraging market intelligence to optimize territory and account strategies.

Key Responsibilities Driving revenue growth through consultative engagement with upmarket accounts

• Developing comprehensive account strategies that align solution capabilities with customer's mid-term business objectives and growth plans.

• Conducting discovery sessions with key stakeholders to identify business challenges and quantify potential value of proposed solutions.

  Leading complex sales cycles from validation through contract negotiation

• Orchestrating multi-stakeholder discussions to understand requirements and build consensus around proposed technical and business solutions.

• Collaborating with internal teams to develop tailored proposals that address specific customer requirements and demonstrate ROI.

  Mentoring junior sales professionals in solution selling methodologies

• Providing structured guidance on navigating complex buying cycles and building effective value propositions for upmarket customers.

• Sharing proven approaches and tactical recommendations for engaging effectively with senior business decision makers.

  Analyzing market dynamics to optimize territory and account strategies

• Conducting detailed assessments of industry-specific challenges and opportunities to refine territory planning and account prioritization.

• Leveraging market intelligence to identify emerging opportunities and adapt sales approaches for maximum effectiveness.

  Managing key account relationships to ensure consistent revenue growth

• Developing account plans that identify expansion opportunities and outline specific strategies for increasing solution adoption.

• Creating quarterly business reviews that demonstrate achieved value and showcase opportunities for deeper customer engagement.

  Coordinating internal resources to support complex sales opportunities

• Aligning technical specialists and internal stakeholders to address sophisticated customer requirements throughout the sales process.

• Building consensus across teams to ensure seamless delivery of customer-facing deliverables and presentations.

  Capabilities

• Have expert knowledge of enterprise solution selling methodologies, including value-based selling and complex deal orchestration.

• Demonstrate mastery of advanced account planning frameworks and strategic territory management approaches for upmarket customers.

• Apply specialist insights into business value quantification methods and ROI modeling for enterprise technology solutions.

Salary Range or On Target Earnings:

$174,500.00 - $389,400.00

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure; there may be a different range for candidates in this and other locations

Anticipated Position Close Date:

11/06/26

Ways of Working

Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits

BenefitsAs part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways.

About UsZoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form (https://form.asana.com/?k=OIuqpO5Tv9XQTWp1bNYd8w&d=1127274756253361) and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

Our interviews are supported by BrightHire, a tool that helps us create a consistent and thoughtful interview experience and may include recordings. Please refer to our candidate privacy statement (https://www.zoom.com/en/trust/candidate-privacy-statement/) for more information of how we use your data.

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We believe that the unique contributions of all Zoomies is the driver of our success.

To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

Zoom is proud to be an equal opportunity workplace and is an affirmative action employer.

All your information will be kept confidential according to EEO guidelines