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About the Role
As a Commercial Account Executive at Zendesk, you will be instrumental in expanding our Commercial account base by closing deals of varying sizes and complexities while harnessing innovative, tech-enabled strategies. Your expertise will enable you to build trusted customer relationships, introduce transformative solutions, and deepen Zendesk’s impact by aligning our advanced capabilities to each customer’s unique goals and ambitions.
Responsibilities
- Drive top-line revenue growth by acquiring new commercial customers and developing innovative, AI-driven strategies for account expansion.
- Leverage advanced data insights, AI-powered customer intent analysis, and adoption history to strategically prospect new clients, optimize retention, and identify cross-sell and upsell opportunities.
- Manage and nurture customer relationships, using digital engagement and automation tools to ensure maximum satisfaction, retention, and the development of long-term strategic partnerships.
- Proactively lead complex sales cycles by integrating AI insights and customer data, crafting tailored, outcome-oriented solutions that address both current and emerging customer needs.
- Consistently build and manage a robust pipeline using predictive analytics and automation, maintaining accurate forecasts and exceeding quarterly and annual revenue goals.
- Understand and articulate the value and business impact of Zendesk solutions, ensuring alignment with customer objectives to secure satisfaction, retention, and product expansion.
- Develop and present compelling, data-backed ROI and value cases that influence procurement decisions, and rigorously track and communicate realized customer impact.
- Establish and maintain executive sponsorship by leveraging deep industry expertise and AI-driven customer insights to build trusted relationships with decision-makers.
- Collaborate closely with Solutions Engineers, AI Specialists, and internal teams to guide cross-functional co-design of innovative solutions, streamline sales execution, and advance Zendesk’s AI initiatives.
- Hold detailed technical conversations about AI product architecture and integrations, championing best-class digital solutions and thought leadership.
- Continuously anticipate AI market trends and competitor moves, leveraging these insights to inform deal strategies, shape the customer roadmap, and contribute to Zendesk’s product direction.
- Actively seek out new AI-driven sales strategies and keep the customer voice at the center of your approach.
- Consistently use AI tools to automate workflows, predict customer needs, personalize outreach, and set the benchmark for AI-powered sales excellence.
- Maintain outstanding organizational skills to manage a high volume of sales opportunities simultaneously.
- Lead and coordinate cross-functional and extended Zendesk teams to deliver complex solutions and exceed account growth targets.
- Continuously monitor competitor activities and market trends to proactively adapt GTM strategy and maintain competitive advantage.
- Willingness and availability to travel regionally and nationally as business needs dictate.
Requirements
- BA/BS degree or equivalent relevant experience required.
- At least 3 years of success in B2B sales or solution engineering, ideally in SaaS, with a proven record of exceeding sales targets.
- Demonstrated ability to navigate and close complex, value-centric sales cycles—including executive-level engagements.
- Experience nurturing and expanding relationships across organizational levels, including VP and C-suite clients.
- Advanced communication, negotiation, and deal-closing skills, both face-to-face and with remote technology.
- Proficiency in utilizing AI, analytics, and digital sales tools (e.g., Salesforce, Outreach, Clari) to inform strategy and drive performance.
- Entrepreneurial, collaborative mindset with a track record of proactive learning and adaptation in a fast-changing tech landscape.
- Deep understanding of technology and AI trends and their impact on the customer experience and business value.
- Experience developing and leveraging account and territory plans, grounded in measurable KPIs.
Skills
- B2B sales
- SaaS sales
- Solution engineering
- AI
- Data analytics
- Customer relationship management
- Salesforce
- Outreach
- Clari
- Communication
- Negotiation
- Deal closing
- Account management
- Territory planning
Location
- US
Work Type
- Hybrid
- Remote
- Onsite
Experience Level
- 3+ years
Education Level
- BA/BS degree or equivalent relevant experience
Salary/Compensations
- $191,000.00-$287,000.00 OTE (On Target Earnings)
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.
- 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 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.
- 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.