Director, Enterprise Account Executive

Zendesk

. Develop and execute net-new business growth strategy, including territory planning, market priorities, resource allocation, and revenue targets .

Posted 11/5/2026full-timeSan Francisco • California • United StatesLead💰 $221,000 - $331,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing B2B SaaS sales strategies, leading high-performing teams, and driving net-new revenue growth through data-driven decision-making and effective collaboration across functions. Proficient in leveraging AI-driven solutions to enhance customer value and operational efficiency.

Highest-signal resume keywords

B2B SaaS Sales LeadershipPipeline ManagementTeam DevelopmentData-Driven Decision-MakingAI-Driven Solutions Positioning

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentTerritory PlanningComplex Deal NegotiationSales Performance MetricsForecasting MethodologiesConsultative DiscoveryExecutive EngagementCommercial AcumenPipeline DevelopmentAccount Research

Soft Skills

CoachingCommunicationDecision-MakingResilienceAdaptability

Tools & Technologies

AI ToolsSales Enablement ToolsForecasting ToolsCustomer Relationship Management (CRM) Systems

Industry Keywords

Enterprise SalesHigh-Value Commercial NegotiationsCustomer Experience TechnologiesAutomationMarket Trends

About the role

Key responsibilities & impact

Develop and execute net-new business growth strategy, including territory planning, market priorities, resource allocation, and revenue targets
Lead, coach, and develop sales leaders and Account Executives
Foster a high-performance culture focused on accountability, collaboration, and continuous improvement
Drive pipeline generation, deal execution, and forecasting through disciplined operating rhythms and data-driven decision-making
Improve pipeline coverage, conversion rates, win rates, deal velocity, and sales productivity
Partner with Marketing, Sales Engineering, Product, and executive leadership to align resources and accelerate strategic opportunities
Build a leadership bench through hiring, talent development, succession planning, and performance management
Use customer insights, competitive intelligence, and market trends to influence go-to-market strategy, pricing, product direction, and sales enablement
Ensure ownership and collaboration between New Business sales teams and post-sale teams for successful customer transitions
Lead teams in positioning AI-driven solutions around business outcomes, operational efficiency, and customer value
Refine sales strategies, strengthen team capabilities, and identify growth opportunities using customer feedback, competitive intelligence, and emerging AI trends

Requirements

What you’ll need

Proven success leading complex B2B SaaS new-business sales organizations
Ability to translate business objectives into actionable sales plans, territory strategies, and organizational priorities
Experience managing managers, developing future leaders, and building high-performing teams
Deep understanding of enterprise sales motions, including outbound prospecting, consultative discovery, executive engagement, and complex deal negotiation
Strong commercial acumen and ability to evaluate deal economics and build compelling business cases
Data-driven approach to pipeline management, forecasting, performance measurement, and identifying opportunities for improvement
Ability to influence senior executives and collaborate across Sales, Marketing, Product, Finance, and other functions
Strong communication, coaching, and decision-making skills
Resilience, adaptability, and sound judgment
Typically 12+ years of relevant sales experience
6+ years of people leadership, including demonstrated experience leading sales managers
Track record of driving net-new revenue growth in complex B2B SaaS or enterprise software environments
Experience building and scaling sales organizations and developing leadership talent
Experience leading enterprise sales teams through complex, multi-stakeholder buying cycles and high-value commercial negotiations
Understanding of sales performance metrics, territory planning, pipeline development, and forecasting methodologies
Ability to communicate the business value of AI, automation, customer experience, and enterprise technology solutions
No specific educational credential is required where equivalent experience, capabilities, and a demonstrated track record are present
Understanding of AI, automation, and evolving customer experience technologies
Ability to position AI-driven solutions around measurable business outcomes, operational efficiency, and customer value
Ability to use approved AI tools responsibly for prospecting, account research, pipeline insights, forecasting, and sales productivity
Ability to navigate AI-related customer conversations, including adoption, governance, security, and implementation readiness

Benefits

Comp & perks

Commission as part of a 50/50 base/commission pay mix
May be eligible for bonus
Benefits or related incentives
Hybrid working with flexibility to work remotely for part of the week
Inclusive workplace and global diversity, equity, and inclusion initiatives
Reasonable accommodations for applicants with disabilities and disabled veterans