Senior Enterprise Account Executive

This is a fully remote position, open to applicants in Washington.

📋 Description

• Develop and sustain a robust pipeline of net-new opportunities to achieve or surpass sales targets.

• Oversee the entire prospecting-to-closing process, encompassing discovery, qualification, value mapping, mutual action planning, business case formulation, negotiation, contracting, and finalizing deals.

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

• Foster alignment among executives and key stakeholders across business, technology, security, finance, procurement, and buying committees.

• Take charge of the commercial strategy, deal advancement, and negotiations within established parameters.

• Coordinate with Solution Engineers, Product Specialists, Marketing teams, SDR/BDR partners, ecosystem collaborators, and leadership.

• Ensure the accuracy of CRM data, maintain pipeline health, uphold forecasting discipline, and provide early visibility into potential risks.

• Record customer objectives, stakeholders, use cases, commitments, and success criteria for a seamless post-sale transition.

• Deliver insights on the market, competitors, and buyer behavior to enhance go-to-market strategies.

• Position AI opportunities around quantifiable outcomes, changes to operating models, risks associated with adoption, security, governance, and readiness for implementation.

⛳️ Requirements

• Generally, 8-12 years of relevant experience.

• Proven track record in complex B2B SaaS sales, value-driven discovery, and ownership of commercial deals.

• Demonstrated responsibility for achieving measurable customer or commercial results.

• Evidence of disciplined prospecting, meeting quotas or equivalent growth achievements, executive engagement, and sound judgment in complex deals.

• Capability to discuss AI, automation, service operations, and platform value with credibility.

• Authentic focus on new business development and disciplined prospecting efforts.

• Experience in consultative discovery, executive and multi-threaded selling, commercial insight, and CRM/forecast discipline.

• No specific educational qualifications are mandated where equivalent demonstrated experience, skills, and a proven record exist.

• Proficiency in utilizing approved AI tools while safeguarding customer confidentiality and data.

🏝️ Benefits

• Bonuses, benefits, or related incentives may be offered.

• Flexible remote work options available for part of the week.

• Opportunities for connection, collaboration, and learning within Zendesk offices.

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