Enterprise Account Executive

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.

About the role

We’re seeking a proven Enterprise Account Executive to join our Bay Area 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 by building trusted relationships, introducing innovative AI and CX solutions, and expanding Zendesk’s footprint within high-value, strategic accounts.

Responsibilities

• Drive top line revenue growth by acquiring new Enterprise customers across the Bay Area 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.

Requirements

• 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 across the Bay Area 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.

Pay

The US annualized OTE (On Target Earnings) range for this position is $340,000.00-$510,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives.

Schedule

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration — while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.