Senior Enterprise Account Executive at Zendesk

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 Senior Enterprise Account Executive to join our AI-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. You will play a vital role in growing our Enterprise account base. 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 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. 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 for customer and team engagements. Who you Are: New Logo Hunter: Energized by prospecting and winning new business in competitive markets. AI & Tech Trailblazer : Expert at using AI-powered tools and data to identify, engage, and convert high-value prospects. Executive Communicator : Quickly builds credibility and trust with senior decision makers across business and IT. Strategic Closer : Delivers bespoke, innovative solutions that differentiate Zendesk and drive immediate impact. Relentless Learner : Continuously adapts, embracing emerging trends to elevate your sales game. Collaborative Influencer : proactively partners across teams sharing best practices in prospecting strategies, sales process, and value positioning to elevate collective new business success. #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 peopleandplaces zendesk.com with your specific accommodation request.

Requirements

Must-haves

You will play a vital role in growing our Enterprise account base. Building trusted relationships, introducing innovative AI and CX solutions, and expanding Zendesk’s footprint within high-value, strategic accounts.
Drive top line revenue growth by acquiring new Enterprise customers 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.
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.
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.
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 for customer and team engagements.
New Logo Hunter: Energized by prospecting and winning new business in competitive markets.
AI & Tech Trailblazer : Expert at using AI-powered tools and data to identify, engage, and convert high-value prospects.

Nice-to-haves

Strong track record of quota attainment (2 of the last 3 years) and recognition for top performance; President’s Club membership a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: workday
Effort: long