Commercial Account Executive

Zendesk; South Africa; Hybrid; ZAR 500 000 - 700 000; Full time

Job summary

A leading customer service software company in South Africa seeks an Account Executive to drive revenue growth by acquiring new clients and managing existing relationships. The ideal candidate has a strong background in B2B sales, particularly in the SaaS industry, and excels at developing customer partnerships. This role demands excellent communication skills and the ability to navigate complex sales processes. Expectations include exceeding quarterly revenue goals while fostering long-term client satisfaction and product expansion.

Benefits

Hybrid work model

Diversity and inclusion initiatives

Reasonable accommodations for disabilities

Qualifications

• 3+ years of experience in B2B sales or solution engineering.
• Exceptional communication skills for complex sales cycles.
• Experience selling to VP and C-level executives.

Responsibilities

• Drive revenue growth by acquiring new customers.
• Manage and nurture customer relationships.
• Identify opportunities to cross-sell additional products.

Skills

B2B sales

Negotiation skills

Customer relationship management

Presentation skills

SaaS knowledge

Education

BA/BS degree

Tools

Salesforce

Outreach

Clari

Job description

Job Description

Join us at Zendesk, where we're on a mission toumenti 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.

In pursuit of this vision, we are seeking a dedicated Account Executive with a proven track record in B2B sales and a passion for driving growth in the SaaS landscape. You will play a vital role in growing our Commercial account base and closing deals of varying sizes and sales cycles. 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 by aligning to our customers’ goals.

What You’llumblrBe Doing:

• Drive top-line revenue growth by acquiring new commercial customers and developing innovative strategies for account expansion.
• Manage and nurture customer relationships ensuring maximum satisfaction and retention, and promoting long-term strategic partnerships.
• Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
• Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in newroit pipeline and increased retention and expansion of existing clients.
• Understand and convey the benefits of Zendesk products ensuring alignment with customers’ business objectives to secure customer satisfaction and product expansion.
• Lead complex and competitive sales cycles utilizing your strong communication skills and value selling to articulate compelling business cases.
• Consistently develop a robust pipeline of qualified opportunities and maintain an accurate forecast to exceed quarterly and annual revenue goals.
• Establish and maintain executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
• Collaborate with internal teams to enhance sales estrategias and streamline sales execution.
• Exceed revenue goals on a quarterly and annual basis leveraging weekly and monthly KPIs.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.
• At least 3 years of B2B sales or solution engineering experience, preferably in the SaaS industry with a proven record of exceeding sales targets.
• Expertise in navigating complex salesäm cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
• Experience in managing and expanding customer relationships at various levels.
• Exceptional presentation, negotiation, and deal closing skills.
• Experience selling to VP and C-level executives both in person and using remote technology.
• An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
• Strong knowledge of industry trends and the ability to build relationships with key decision makers.
• Experience creating and leveraging territory and account plans.
• Familiarity with key Sales tools such as Salesforce, Outreach, and Clari.
• Ability to travel as necessary.

회사 소개

Zendesk에 합류하세요. 저희는 전 세계 모든 사람에게 탁월한 서비스를 제공한다는 사명을 가지고 있습니다. 모든 상호작용 뒤에는 사람과의 연결을 만들 수 있는 기회가 있다는 믿음을 바탕으로 제품을 개발하며, 이 비전을 가속화하고 있습니다.

이 비전을 실현하기 위해 B2B 영업에서 검증된 실적을 보유하고 SaaS 분야의 성장 추진에 열정이 있는 Account Executive(계정 담당자)를 찾고 있습니다. 귀하는 당사의 Commercial(기업) 고객 기반을 확장하고 다양한 규모와 영업 주기의 딜을 성사시키는 데 중요한 역할 rapide 하게 될 것입니다. 신규 고객에게 혁신적인 솔루션을 소개하고 관계를 구축하는 것뿐만 아니라 기존 파트너십을 확장해 제공 범위를 넓히고, 고객 목표에 맞춰 Zendesk의 영향력을 심화시키는 역할을 담당하게 됩니다.

주요 업무

• 신규 기업 고객 확보 및 계정 확장 전략 개발을 통해 최상위(토프라인) 매출 성장을 주도합니다.
• 고객 관계를 관리·육성하여 만족도와 유지율을 극대화하고 장기적인 전략적 파트너십을 촉진합니다.
• 기존 고객에게 추가 제품 및 서비스를 교차 판매(cross-sell)하여 계정당 매출과 수익성을 최적화할 기회를 적극 발굴하고 실행합니다.
• 데이터 인사이트, 고객 의도 및 도입 이력을 활용해 신규 잠재 고객을 효율적으로 발굴하고 유지 전략을 강화하여 신규 영업 파이프라인의 전환율 및 기존 고객의 유지·확장을 향상시킵니다.
• 고객의 비즈니스 목표와 일치하도록 Zendesk 제품의 이점을 이해시키고 전달하여 고객 만족과 제품 확장을 확보합니다.
• 강력한 커뮤니케이션 능력과 가치 기반 영업(value selling)을 활용해 복잡하고 경쟁적인 영업 사이클을 주도합니다.
• 자격을 갖춘 기회들의 견고한 파이프라인을 지속적으로 개발하고 정확한 예측을 유지하여 분기별 및 연간 매출 목표sort을 초과 달성합니다.
• 임원급 후원(executive sponsorship)을 구축·유지하며 업계 전문성을 활용해 의사결정권자 및 내부 챔피언과의 관계를 형성합니다.
• 내부 팀과 협력해 영업 전략을 개선하고 영업 실행을 간소화합니다.
• 주간·월간 KPI를 활용해 분기별 및 연간 매출 목표를 초과 달성합니다.

자격 요건

• 학사(B.A./B.S.) 학위 또는 이에 상응하는 경력 보유.
• 최소 3년 이상의 B2B 영업 또는 솔루션 엔지니어링 경험(우대: SaaS 업계) 및 매출 목표 초과 달성 실적 보유.
• 다개월에 걸친 가치 중심의 프로세스와 개념 증명(POC) 단계를 포함한 복잡한 영업 사이클 및 갱신(renewal) 관리 경험.
• 다양한 레벨에서 고객 관계를 관리하고 확장한 경험.
• 뛰어난 프레젠테이션, 협상 및 딜 클로징 능력.
• VP 및 C-레벨 임원 대상의 대면 및 원격 영업 경험.기업가적 마인드, 강한 협업 능력, 지속적인 전문성 성장을 향한 열정.
• 업계 동향에 대한 높은 이해도와 주요 의사결정권자와 관계를 구축할 수 있는 능력.
• 담당 지역 및 계정 계획(territory and account plans) 수립 및 활용 경험.
• Salesforce, Outreach, Clari 등 주요 영업 도구 사용에 익숙함.
• 필요 시 출장이 가능한 분.

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 ornamental 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 find, 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.