Enterprise Account Executive

Zendesk, Inc.; San Francisco (CA); On-site; USD 340,000 - 510,000; Full time

Job summary

Zendesk, Inc. is seeking an Enterprise Account Executive to join our Bay Area-focused sales team. You will drive growth with AI-driven CX solutions and lead complex, multi-stakeholder deals across top-tier technology accounts.

You’ll build executive relationships, craft value-based business cases, and collaborate with Customer Success, Solutions Engineering, and Product teams to deliver measurable ROI. This role requires 8+ years in cloud/software B2B sales and willingness to travel.

Qualifications

• 8+ years of cloud/software B2B sales or solution engineering experience.
• Proven success navigating complex Enterprise sales cycles with multi-month engagements and executive-level stakeholder management.
• Experience selling into Enterprise organizations ($1B+ in revenue), especially in technology.
• Strong quota attainment history and top-performer recognition; Presidents Club a plus.
• Ability to engage VP and C-level executives and articulate ROI of AI-powered CX solutions.

Responsibilities

• Drive revenue by acquiring new Enterprise customers in the Bay Area.
• Pursue opportunities to expand AI and automation adoption and cross-sell Zendesk solutions.
• Manage key customer relationships for satisfaction, retention, and long-term growth.
• Use data insights and analytics to prospect effectively and expand within accounts.
• Lead multi-stakeholder sales cycles with proof of concept and AI-enabled solution design.

Skills

Enterprise sales

Executive communication

Negotiation

Strategic planning

Relationship management

Education

BA/BS degree or equivalent experience

Tools

Salesforce

Outreach

Clari

Seismic

Looker

Job description

Job Description Join us at Zendesk, where we're on a mission to power exceptional service for every person on the planet. We're accelerating that ambition by building products rooted in AI, automation, and intelligent customer experiences, because behind every interaction lies an opportunity to make a human connection. We’re seeking a proven Enterprise Account Executive to join our Bay Area focused sales team, driving growth within one of the most dynamic technology markets in the world. In this role, you’ll help Enterprise organizations transform their customer experience through AI-driven service solutions that improve efficiency, scalability, and impact.

Building trusted relationships, introducing innovative AI and CX solutions, and expanding Zendesk’s footprint within high-value, strategic accounts.

What You'll Be Doing:

• Drive top line revenue growth by acquiring new Enterprise customers across the Bay Area and executing strategies to penetrate top-tier technology and innovation accounts.
• Proactively identify and pursue opportunities to expand AI and automation adoption, cross‑selling and upselling Zendesk’s solutions to optimize customer outcomes and profitability.
• Manage and nurture key customer relationships to ensure satisfaction, retention, and long‑term partnership growth.
• Use data insights, intent signals, and adoption analytics to prospect effectively, enhance retention, and expand within existing accounts.
• Create quarterly territory and account plans, outlining strategies and actionable tactics to increase Zendesk’s Enterprise market share in the region.
• Develop a deep understanding of Zendesk’s AI and CX platform, aligning our technology to customers’ business objectives and transformation goals.
• Lead complex, multi‑stakeholder sales cycles, including multi month, value‑centric deals with proof of concept stages and AI‑enabled solution design.
• Maintain a robust, well qualified pipeline and accurate forecasting to exceed quarterly and annual revenue goals.
• Build and sustain C‑level executive relationships, positioning Zendesk as a trusted advisor in customer experience and AI innovation.
• Collaborate cross‑functionally with leadership, Customer Success, Solutions Engineering, and Product teams to deliver cohesive, value‑driven solutions.
• Negotiate and close high value, enterprise scale deals using a consultative approach and compelling business cases that highlight measurable ROI.
• Stay current with industry trends, AI advancements, and competitive landscapes to effectively position Zendesk in a rapidly evolving market.

What You Bring to the Role:

• 8+ years of cloud/software B2B sales or solution engineering experience, with a consistent record of exceeding sales targets.
• Proven success navigating complex Enterprise sales cycles involving multi month engagements, proof of concepts, and executive‑level stakeholder management.
• Demonstrated success selling into Enterprise organizations ($1B+ in revenue), especially within the technology sector.
• Strong track record of quota attainment (2 of the last 3 years) and recognition for top performance; President’s Club membership a plus.
• Skilled in engaging VP and C‑level executives, with the ability to articulate the value of AI‑powered CX solutions in business terms.
• Strong presentation, negotiation, and closing abilities with consultative selling expertise.
• Experience creating and executing territory and account growth plans that drive measurable results.
• Entrepreneurial spirit, collaborative mindset, and passion for innovation and professional growth.
• Familiarity with key Sales tools, including Salesforce, Outreach, Clari, Seismic, and Looker.
• BA/BS degree or equivalent experience required.
• Willingness to travel as needed across the Bay Area for customer and team engagements.

LI-LM5 The US annualized OTE (On Target Earnings) range for this position is $340,000.00-$510,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. 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.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in‑office schedule is to be determined by the hiring manager.

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.

Zendesk is on a mission to simplify the complexity of business and make it easy for companies and customers to create connections.

Our customer experience software unlocks the power of billions of interactions, enabling businesses to build rich, meaningful relationships with their customers.

What’s it like to work here? Our offices reflect the global cities we call home, and have spaces for collaboration, quiet, and events. With our hybrid approach, you’ll experience flexibility and connection, collaboration, and learning with your team.

We’re aware of an increase in recruitment scandals where individuals falsely claim to represent Zendesk. These scammers may ask for money or personal information by offering fake job opportunities through e‑mail, text message or social media. Please verify the source of any job‑related communications carefully. All official Zendesk communications are conducted through "@zendesk.com" email addresses.

If you encounter suspicious messages, do not respond and report them to [e-mail].