Commercial Account Executive

Zendesk

. Create and maintain qualified net-new pipeline through targeted outbound, inbound conversion, partner routes and territory planning .

Posted 10/9/2026full-timeUnited StatesSeniorLead💰 $230,000 - $344,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in complex B2B SaaS sales, focusing on value-based discovery and commercial deal ownership. Proven ability to engage with executive stakeholders and drive measurable customer outcomes through strategic negotiation and alignment.

Highest-signal resume keywords

Complex B2B SaaS SellingValue-Based DiscoveryCommercial Deal OwnershipExecutive EngagementNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Pipeline ManagementQuota AttainmentBusiness-Case DevelopmentDeal ProgressionCustomer Outcomes Framing

Soft Skills

Decision QualityFollow-ThroughProblem ShapingDemand CreationCollaboration

Tools & Technologies

Zendesk PlatformAI ToolsCRM Software

Industry Keywords

Outbound SalesInbound ConversionService OperationsTransformation GoalsMarket Insight

About the role

Key responsibilities & impact

Create and maintain qualified net-new pipeline through targeted outbound, inbound conversion, partner routes and territory planning
Lead the prospecting-to-close process, including discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting and close
Translate customer priorities, service-operation challenges and transformation goals into Zendesk platform and AI value propositions
Build executive and multi-threaded alignment across business, technology, security, finance, procurement and economic buying stakeholders
Own commercial strategy, deal progression and negotiation within approved guardrails
Orchestrate Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners and leadership
Maintain accurate CRM data, pipeline health and forecast discipline while surfacing risks early
Document customer goals, stakeholders, use cases, commitments and success conditions for post-sale handoff
Provide market, competitor and buyer insight to improve go-to-market execution
Help customers move from service challenges to decision-ready cases for change

Requirements

What you’ll need

Typically 8–12 years of related experience
Demonstrated capability in complex B2B SaaS new-business selling, value-based discovery and commercial deal ownership
Demonstrated ownership of outcomes, with evidence of 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
Ability to discuss AI, automation, service operations and platform value credibly
Ability to frame AI opportunities around measurable customer outcomes, operating-model change, adoption risk, security, governance and implementation readiness
Ability to use approved AI tools while protecting customer confidentiality and data
Ability to distinguish uniquely human work from work that can be augmented or automated
Ability to shape customer problems, create demand and mobilize buying committees
Repeated success closing large, complex net-new deals with executive access, competitive strategy and strong business-case construction
No specific educational credential required where equivalent demonstrated experience, capability and track record are present

Benefits

Comp & perks

Bonus, benefits, or related incentives may be available
Hybrid working with flexibility to work remotely for part of the week
Reasonable accommodations for applicants with disabilities and disabled veterans