Job DescriptionTo achieve this, we're in search of a successful Enterprise Account Executive with a proven track record in B2B sales and a passion for driving growth within the SaaS space. You will play a vital role in growing our Enterprise account base. Your focus will be on building relationships and introducing innovative solutions to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepen Zendesk's impact.
What You'll Be Doing:
- Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts.
- Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
- Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
- Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.
- Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.
- Demonstrate a strong understanding of Zendesk products and align them with clients' business objectives to secure product expansion and customer satisfaction.
- Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
- Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
- Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
- Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
- Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
- Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.
What You Bring to the Role:
- BA/BS degree or equivalent experience required.
- Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.
- Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President's club membership is a plus.
- Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
- Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.
- A history of successfully selling to VP and C-level executives in Enterprise accounts.
- Outstanding presentation, negotiation, and deal-closing abilities.
- Experience creating and leveraging territory and account plans.
- An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
- Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
- Familiarity with key Sales tools such as Salesforce.com, Outreach, Clari, Seismic and Looker.
- Ability to travel to customer locations.
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The US annualized OTE (On Target Earnings) range for this position is $320,000.00-$480,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.
