Senior Enterprise Account Executive

Zendesk, Inc.; Georgia; Hybrid; USD 320,000 - 480,000; Full time

Job summary

Zendesk, Inc. is seeking an Enterprise Account Executive to grow our enterprise customer base within the SaaS space. You will build strategic relationships, drive revenue, and close complex, multi-month deals.

You will collaborate with internal teams, expand existing partnerships, and leverage data insights to optimize retention and expansion. Travel to customer locations is expected for enterprise engagements.

Qualifications

• Minimum 8 years in cloud/software B2B sales with a proven track record of exceeding targets.
• Experience selling to VP/C-level executives in Enterprise accounts is required.
• Familiarity with sales tools like Salesforce, Outreach, Clari, Seismic and Looker is preferred.

Responsibilities

• Acquire new Enterprise customers and develop strategies to penetrate top tier accounts.
• Cross-sell additional Zendesk products to existing customers to grow account revenue.
• Manage and nurture key customer relationships to ensure satisfaction and retention.
• Leverage data insights and adoption history to prospect new clients and improve retention and expansion.
• Create quarterly territory plans to grow Zendesk's market share in the Enterprise sector.
• Lead complex, multi-month deals with PoCs and value-driven business cases.
• Maintain a robust pipeline and accurate sales forecast to exceed targets.
• Establish C-level sponsorship and collaborate with internal teams to optimize sales execution.
• Negotiate and close deals using a consultative approach while staying current on Zendesk solutions.

Skills

B2B SaaS sales

C-level relationship building

Forecasting & pipeline management

Negotiation & deal closure

Education

BA/BS degree or equivalent

Tools

Salesforce

Outreach

Clari

Seismic

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 our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection. To achieve this, we're in search of a successful Enterprise Account Executive with a proven track record in B2B sales and a passion for driving growth within the SaaS space. You will play a vital role in growing our Enterprise account base. Your focus will be on building relationships and introducing innovative solutions to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepen Zendesk's impact.

What You'll Be Doing:

• Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts.
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
• Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.
• Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.
• Demonstrate a strong understanding of Zendesk products and align them with clients’ business objectives to secure product expansion and customer satisfaction.
• Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
• Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
• Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
• Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
• Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
• Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.
• Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.
• Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President’s club membership is a plus.
• Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
• Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.
• A history of successfully selling to VP and C-level executives in Enterprise accounts.
• Outstanding presentation, negotiation, and deal-closing abilities.
• Experience creating and leveraging territory and account plans.
• An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
• Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
• Familiarity with key Sales tools such as Salesforce.com, Outreach, Clari, Seismic and Looker.
• Ability to travel to customer locations.
• #LI-WO1

The US annualized OTE (On Target Earnings) range for this position is $320,000.00-$480,000.00 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.

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.

What’s it like to work here?

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