Enterprise Account Executive – Zendesk

About the Role

Join Zendesk on its mission to power exceptional service for every person on the planet. Zendesk builds products based on the belief that behind every interaction is an opportunity to make a human connection.

As an Enterprise Account Executive, you will play a critical role in expanding Zendesk’s enterprise customer base. Your focus will be on acquiring new customers, growing existing strategic accounts, and driving revenue growth through consultative, value-based selling.

Key Responsibilities

Revenue Growth & New Business

• Drive top-line revenue growth by acquiring new enterprise customers.
• Develop strategies to penetrate high-value target accounts.
• Create quarterly territory plans with actionable tactics to increase market share.

Account Expansion

• Identify and pursue cross-sell and upsell opportunities within existing accounts.
• Optimize account revenue and profitability through product expansion.
• Deepen Zendesk’s impact across customer organizations.

Relationship Management

• Build and maintain strong relationships with key customers.
• Establish executive sponsorship with VP- and C-level stakeholders.
• Foster long-term strategic partnerships that drive retention and satisfaction.

Sales Execution

• Lead complex, value-centric sales cycles, including:
  • Multi-month enterprise deals
  • Proof of Concept (POC) stages
  • Large-scale customer engagements
• Negotiate and close complex agreements using a consultative sales approach.

Pipeline & Forecasting

• Maintain a strong pipeline of qualified opportunities.
• Deliver accurate sales forecasts.
• Consistently exceed quarterly and annual revenue targets.

Strategic Selling

• Use customer data, adoption history, and buying signals to:
  • Prospect effectively
  • Improve conversion rates
  • Increase retention and expansion opportunities
• Align Zendesk solutions with customer business objectives.

Internal Collaboration

• Work closely with leadership and cross-functional teams.
• Contribute to sales strategy development and execution.
• Share market intelligence and customer insights.

Required Qualifications

Experience

• Bachelor’s degree (or equivalent experience).
• Minimum 8 years of experience in:
  • B2B software sales
  • Cloud sales
  • Solution engineering
• Proven history of exceeding sales targets and quotas.
• Strong record of quota attainment in at least 2 of the last 3 years.
• President’s Club recognition is a plus.

Enterprise Sales Expertise

• Experience managing complex, multi-month enterprise sales cycles.
• Proven success selling into organizations with revenues exceeding $2 billion.
• Strong experience engaging:
  • VP-level stakeholders
  • C-level executives

Skills

• Exceptional presentation and communication skills.
• Strong negotiation and closing capabilities.
• Expertise in territory and account planning.
• Ability to navigate complex buying processes and multiple stakeholders.

Technical & Sales Tools

Experience with:

• Salesforce
• Outreach
• Clari
• Seismic
• Looker

Other Requirements

• Ability to travel to customer locations.
• Entrepreneurial mindset and collaborative approach.
• Strong understanding of industry trends and competitive dynamics.

What Makes This Role Attractive

• Enterprise-level selling with large, strategic accounts.
• Ownership of both new business and expansion revenue.
• Exposure to C-suite stakeholders.
• Complex, consultative sales environment.
• Opportunity to work for a leading customer experience SaaS company.
• Hybrid work model with flexibility between office and remote work.

Ideal Candidate Profile

You are likely a strong fit if you:

• Have 8+ years of enterprise SaaS sales experience.
• Consistently exceed quota.
• Have sold complex solutions to large enterprises.
• Are comfortable managing long sales cycles and POCs.
• Enjoy building executive relationships.
• Can independently develop territory strategies and drive pipeline growth.
• Thrive in a consultative, value-based selling environment.