Strategic Enterprise Account Executive - AI CX

Zendesk, Inc.; Central City (CO); Hybrid; USD 283,000 - 425,000; Full time

Job summary

Zendesk, Inc. in the United States is seeking a Hunter Account Executive who creates and closes durable net-new business, translating customer priorities into a Zendesk platform and AI value proposition. You’ll lead a structured prospecting-to-close process across multi-threaded stakeholders.

You will maintain CRM accuracy, manage pipeline health, and navigate negotiations within guardrails, with a 50/50 base/commission pay mix and OTE in the $283k–$425k range.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Complex B2B SaaS

New-business selling

Value-based discovery

Deal ownership

Executive engagement

Job description

Zendesk, Inc. in the United States is seeking a Hunter Account Executive who creates and closes durable net-new business, translating customer priorities into a Zendesk platform and AI value proposition. You’ll lead a structured prospecting-to-close process across multi-threaded stakeholders.

You will maintain CRM accuracy, manage pipeline health, and navigate negotiations within guardrails, with a 50/50 base/commission pay mix and OTE in the $283k–$425k range.