Manager, Enterprise Account Executive

Job Description

Join us at Zendesk, where we're on a mission to power exceptional service for every

person on the planet. We're accelerating our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection. 

We are seeking an experienced Sales Manager with a growth and ownership mindset to join our team. This pivotal role will help boost our Enterprise presence by leading a high performing sales team. We need a Sales leader with demonstrated success in B2B sales and leadership, who can steer an ambitious sales team focused on acquiring new logos and maximizing revenue through cross-selling and upselling to existing customers.  

The ideal candidate will have a minimum of 10 years of B2B sales or solution engineering experience, including 5 years in sales management, and will play a key role in ensuring the achievement of our significant revenue growth targets in a fast-paced and dynamic market.  

  
What You’ll Be Doing:

• Hire, coach, and lead a high-performing Enterprise sales team, motivating and empowering them to consistently meet and exceed quota.

• Drive the team to sales growth through implementing new business opportunities and upsell/cross-sell strategies.

• Drive and coach team through complex sales cycles, large, multi-product deals, and layered decision making.

• Regularly analyze sales activities, helping the team understand and leverage buying trends and patterns in the Enterprise market space.

• Conduct quarterly territory plan reviews providing strategic guidance and actionable tactics to increase our market share in the Enterprise sector.

• Conduct weekly forecast meetings, mentoring direct reports on strategies to drive deals to closure, report accurately on progress and challenges to senior leadership.

• Review top account plans quarterly, providing strategic recommendations   leading to revenue growth.

• Lead overall sales process and drive accountability to KPIs and sales stages.  

• Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and proactively learning industry trends.

• Deliver QBR presentations to executives and redefine strategy based on needs and future goals.

• Engage C-level executives, including onsite visits.

 
We hope you’ll decide to build a career as a Zendesk sales leader for the long term.  We use the following leadership criteria - applied to key sales activities - to assess, reward and promote sales leadership. 

Innovate: build your sales team to think creatively and adapt quickly to new ways of working.  Adjust to the changing needs of your customers, your market and our CX/EX product portfolio.
Collaborate: work with your peers and partners across Zendesk to identify priorities, share customer data and proactively seek to improve our ability to deliver value to our customers. 

Operate: know your business, know your customers, know your tools and know your data. Fill your funnel, track your opportunities and convert.  Be prescriptive and focused to minimize the number of variables between your customers and their outcomes.
Navigate: Study the future of our industry and the emerging needs of your customers.  Coach and develop your team to be ready for the future and coach to convert today’s opportunities. 

Inspire: Use your unique insights and voice to move people into action.  We are creating the future of CX and EX.

Champion: Build relationships with your customers to proactively sense and respond to their business needs.  Help everyone at Zendesk connect emotionally with our customers and put their best work into solving their needs.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.

• 10+ years of software sales experience, including 5+ years Enterprise sales management experience, preferably in the SaaS industry.

• 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.

• Familiarity with value selling with experience running deal reviews through MEDDPICC.

• Ability to forecast accurately and drive pipeline development and management.

• Skilled at negotiating high value ARR opportunities. 

• Excellent presentation and listening skills.

• Results-driven, self-directed with a passion for success.

• Ability to establish relationships with C-suite internally and externally .

• Accomplished in attracting, hiring and training new Account Executives.

• An entrepreneurial spirit, strong collaboration skills, and a drive for continuous  professional growth.

• Familiarity with key Sales tools such as Salesforce, Outreach, and Clari.

• Customer facing travel required.

The US annualized OTE (On Target Earnings) range for this position is $257,000.00-$385,000.00 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.

The intelligent heart of customer experience

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.

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 [email protected] with your specific accommodation request.