What you can expect

As Head of Enterprise Sales at Zoom Revenue Accelerator, you will own the enterprise revenue number end to end, from pipeline strategy and forecasting to team development and executive-level customer relationships. You will build and lead a high-performing team of enterprise AEs and front-line managers, with a clear focus on winning new logos and expanding strategic accounts across marketing, sales, and RevOps buyers. Day to day, you will run a disciplined forecast cadence, personally engage on complex multi-stakeholder deals, and coach your team to consistently perform at their best. Prior experience leading enterprise sales teams in B2B SaaS, including managing managers, is required for this role. This position involves up to 25% travel for customer meetings and team engagements, and reports directly to the Chief Revenue Officer.

Responsibilities

• Build and develop a high-performing team of enterprise AEs and front-line managers, including setting talent standards, running regular deal and call reviews, and creating structured onboarding and career paths that accelerate ramp time.
• Define, document, and enforce a repeatable enterprise sales process using a proven methodology such as MEDDPICC or Command of the Message, owning forecast accuracy and pipeline discipline across the team.
• Lead and personally engage on complex, multi-stakeholder enterprise deals, navigating long sales cycles, procurement, legal, and security reviews to close six- and seven-figure contracts.
• Own enterprise new-logo and expansion bookings targets, partnering with Finance and RevOps to build territory, account, and capacity plans, set quotas, and design compensation structures.
• Partner with Marketing, SDR and BDR teams, Customer Success, and RevOps on pipeline generation, account-based motions, and land-and-expand strategies that protect and grow net revenue retention.
• Report on team performance, market dynamics, and product feedback to executive leadership and the board using clear, data-backed insights that influence roadmap, packaging, and pricing.

What We’re Looking For

• 5+ years of enterprise B2B SaaS sales experience in martech or revtech (e.g., CRM, marketing automation, sales engagement, intent data, ABM, or revenue intelligence), selling to marketing, sales, and RevOps buyers.
• 10+ years in B2B SaaS sales overall, including 5+ years leading enterprise sales teams with managers-of-managers experience and a demonstrable track record of hitting and exceeding team targets year over year.
• Deep command of enterprise sales methodology (MEDDPICC, Command of the Message, Challenger, or equivalent), with fluency in forecasting, pipeline management, and running complex six- and seven-figure deals.
• Proven coaching track record: experience developing reps into top performers and promoting people into leadership, with the ability to articulate how it was done.
• Strong hiring instincts and team-building experience, including building enterprise AE teams from the ground up across multiple stages of company scale.
• Executive presence with C-suite buyers (CMO, CRO, CEO) and a data-driven operating style, including comfort with CRM hygiene, dashboards, and using metrics to diagnose and fix performance gaps.
• Cross-functional partnership mindset, with experience working closely with Marketing, Customer Success, Product, and RevOps and a track record of shared accountability and influence without authority.

Salary Range or On Target Earnings:

Minimum:

Maximum:

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure;  there may be a different range for candidates in this and other locations

At Zoom, we offer a window of at least 5 days for you to apply because we believe in giving you every opportunity. Below is the potential closing date, just in case you want to mark it on your calendar. We look forward to receiving your application!

Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click for more information.