Enterprise Account Executive

This is a fully remote position, open to applicants in New Jersey, +11 more states.

📋 Description

• Develop and sustain a qualified net-new pipeline to achieve or surpass quotas through outbound efforts, inbound conversions, partner channels, and territory planning.

• Manage the entire prospecting-to-closure process, which includes discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting, and closing.

• Convert customer priorities, operational service challenges, and transformation objectives into value propositions for the Zendesk platform and AI solutions.

• Establish executive and multi-threaded alignment among stakeholders in business, technology, security, finance, procurement, and economic buying.

• Take ownership of the commercial strategy, deal progression, and negotiations within established guidelines.

• Coordinate with Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners, and leadership to enhance win probabilities.

• Ensure accurate CRM documentation, pipeline health, forecasting discipline, and early risk identification.

• Record customer objectives, stakeholders, use cases, commitments, and success conditions for smooth handoffs.

• Provide market, competitor, and buyer insights to refine go-to-market strategies.

• Assist customers in transitioning from service challenges to decision-ready cases for change.

⛳️ Requirements

• Generally requires 8–12 years of relevant experience.

• Proven ability in complex B2B SaaS new business sales, value-based discovery, and ownership of commercial deals.

• Demonstrated accountability for outcomes, showcasing decision-making quality, follow-through, and measurable impacts on customers or business.

• Evidence of disciplined prospecting, quota achievement or comparable growth results, executive engagement, and sound judgment in complex deals.

• Capability to credibly discuss AI, automation, service operations, and platform value, with awareness of when to involve specialists.

• Authentic new-business mindset with a focused approach to prospecting.

• Strong consultative discovery skills.

• Proficient in executive and multi-threaded selling techniques.

• Sound commercial acumen, including the ability to articulate ROI narratives, deal economics, and negotiation strategies.

• Familiarity with CRM systems, forecasting, and operational discipline.

• Proven track record of successfully closing large, complex net-new deals involving executive access, competitive strategy, and robust business case development.

• No specific credentials required if equivalent experience, capabilities, and a strong track record are evident.

🏝️ Benefits

• Potential eligibility for bonuses, benefits, or related incentives.

• Hybrid working model allowing flexibility to work remotely part of the week.

• Reasonable accommodations available for applicants with disabilities and disabled veterans.