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About the Role
Join Zendesk to power exceptional service through AI-informed solutions. This role focuses on expanding the SMB account base via cross-sell, up-sell, and expansion, closing deals, and building trusted relationships. You will leverage AI-driven insights to accelerate revenue growth and deepen Zendesk's impact.
Responsibilities
- Drive top-line revenue growth by acquiring new SMB customers using AI-powered strategies.
- Manage and nurture customer relationships to ensure high satisfaction and retention.
- Lead complex sales cycles by integrating AI insights and customer data.
- Co-create AI transformation roadmaps with customers grounded in measurable KPIs.
- Develop and articulate compelling, data-backed ROI and value cases.
- Hold consultative technical conversations regarding AI product architecture and integrations.
- Identify and pursue opportunities to cross-sell and up-sell new products and services.
- Anticipate AI market trends and competitor moves to sharpen deal strategies.
- Build and maintain a robust, accurately tracked pipeline of qualified opportunities in Salesforce.
- Collaborate with Marketing, Business Development, and other internal teams to optimize sales campaigns.
- Champion the customer voice and act as a Zendesk AI thought leader.
- Demonstrate an understanding of local market dynamics and customer behaviors.
- Manage sales pipeline rigorously, employing qualification frameworks and consistent forecasting.
- Handle renewal processes and collaborate cross-functionally to ensure seamless customer onboarding and account expansion.
- Collaborate effectively with internal teams including marketing, customer success, and product specialists.
Requirements
- At least 2 years B2B sales or solution engineering experience in SaaS, with a proven record of exceeding targets.
- Experience engaging and expanding relationships across various customer levels, ideally within a technology-driven environment.
- Strong technical aptitude and proven ability to have detailed conversations about AI product architecture and integrations.
- Demonstrated success in account research, prospecting, customer outreach, and closing deals using AI-assisted and traditional methods.
- Excellent organizational skills with the ability to manage a high volume of opportunities, multiple priorities, and detailed forecasting through Salesforce or similar CRM tools.
- Entrepreneurial spirit, collaborative mindset, and relentless drive for learning and growth, especially regarding AI and automation trends.
- Outstanding communication, presentation, and negotiation abilities.
- Experience creating and executing territory/account plans and leveraging key sales tools such as Salesforce, Outreach, and Clari.
- BA/BS degree or equivalent experience.
- Willingness to travel as needed.
Skills
- AI-informed solutions
- B2B sales
- SaaS growth
- Cross-sell
- Up-sell
- Salesforce
- Outreach
- Clari
- AI product architecture
- AI integrations
- AI market trends
- AI-driven insights
- AI transformation roadmaps
- AI-powered sales excellence
Location
- US
Work Type
- Hybrid
Experience Level
- At least 2 years
Education Level
- BA/BS degree or equivalent experience
Salary/Compensations
- $111,000.00-$167,000.00 OTE
Benefits
- Bonus
- Benefits
- Related incentives
About the Company
- Zendesk software was built to bring a sense of calm to the chaotic world of customer service.
- Today we power billions of conversations with brands you know and love.
- Zendesk believes in offering our people a fulfilling and inclusive experience.
- Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.
Equal Opportunity
- As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.
- Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace.
- Individuals seeking employment and employees at Zendesk are considered without regard to 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 click here.
- 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.