Enterprise Account Executive
Join us at Zendesk, where we are on a mission to power exceptional service for every person on the planet. We are building products rooted in the belief that behind every interaction is an opportunity to make a human connection. As an Enterprise Account Executive, you will play a vital role in growing our Enterprise account base by building relationships and introducing innovative solutions to new customers. You will also grow existing partnerships by expanding our offerings and deepening Zendesk's impact.
Responsibilities
* 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 the 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.
Qualifications
* BA/BS degree or equivalent experience required.
* Minimum of 8 years of experience in cloud/software B2B sales or solution engineering with a proven track record of exceeding sales targets.
* Strong, consistent track record of achieving targets and 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 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.
* Entrepreneurial spirit, collaborative mindset, and 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, Outreach, Clari, Seismic, and Looker.
* Ability to travel to customer locations.
Equal Opportunity Employment
Zendesk is an equal opportunity employer. We do not discriminate on the basis of 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 contact us. 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.
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