An Enterprise Account Executive at Zendesk creates and closes durable net-new business, turning priority prospects into customers through disciplined prospecting, consultative discovery, evidence-based value cases, executive selling, commercial judgment, and a clean transition to the post-sale account team. This role focuses on new business acquisition and does not involve installed-base expansion or post-sale commercial outcomes.
Responsibilities
Create and maintain enough qualified net-new pipeline to meet or exceed quota through targeted outbound, inbound conversion, partner routes, and disciplined territory planning
Lead a repeatable prospecting-to-close process: discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting, and close
Translate customer business priorities, service-operation challenges, and transformation goals into a credible Zendesk platform and AI value proposition
Build executive and multi-threaded alignment across business, technology, security, finance, procurement, and the economic buying committee
Own commercial strategy, deal progression, and negotiation within approved guardrails; protect customer value and delivery credibility
Orchestrate Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners, and leadership to improve win probability
Maintain accurate CRM data, pipeline health, forecast discipline, and early risk visibility; make decisions based on evidence rather than optimism
Document customer goals, stakeholders, use cases, commitments, and success conditions for a clean handoff; return market, competitor, and buyer insight to improve the go-to-market motion
Requirements
Genuine new-business orientation, targeted prospecting discipline, and ability to create qualified demand
Consultative discovery that uncovers business problems, urgency, stakeholders, decision criteria, and measurable outcomes before positioning product
Executive and multi-threaded selling that earns trust with business, technical, financial, security, and procurement stakeholders
Commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully, and qualify out when the fit is not credible
CRM, forecast, and operating discipline; the ability to inspect facts, surface risk early, and maintain mutual accountability
Typically 8–12 years of related experience in complex B2B SaaS new-business selling, value-based discovery, and commercial deal ownership
Demonstrated ownership of outcomes, not only activity; evidence should show decision quality, follow-through, and measurable customer or commercial impact
Evidence of prospecting discipline, quota attainment or equivalent growth results, executive engagement, and complex deal judgment
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Ability to discuss AI, automation, service operations, and platform value credibly and know when specialist depth is required
Ability to discuss AI, automation, CX, and platform value credibly at the business level; bring specialists when deeper technical validation is required
Ability to frame AI opportunities in terms of measurable customer outcomes, operating-model change, adoption risk, security, governance, and implementation readiness
Ability to use approved AI tools to improve account research, preparation, follow-through, and signal synthesis while protecting customer confidentiality and data
Ability to distinguish uniquely human work—trust, judgment, negotiation, and executive alignment—from work that can be augmented or automated
Ability to use market and customer insight to refine AI narratives, objection handling, and priority use cases without overstating product capability
Nice to have:
Deeper Zendesk platform, AI, and service-operations fluency; more advanced industry narratives, partner-led selling, and complex deal strategy
Ability to shape the customer's problem, create demand where none exists, and mobilize a buying committee without overselling
Repeated success closing large, complex net-new deals with executive access, competitive strategy, and strong business-case construction
Benefits
Bonus, benefits, or related incentives
Important Details
Work format: hybrid, with a specific in-office schedule to be determined by the hiring manager
About the Company
Zendesk is on a mission to power exceptional service for every person on the planet, accelerating that ambition by building AI-driven, intelligent CX solutions. Zendesk software was built to bring a sense of calm to the chaotic world of customer service and today powers billions of conversations with well-known brands.
Zendesk started the customer experience revolution in 2007 by enabling any business around the world to take their customer service online.
