Enterprise Account Executive

Zendesk

. Create and maintain qualified net-new pipeline to meet or exceed quota through outbound, inbound conversion, partner routes and territory planning .

Posted 11/6/2026full-timeRemote • United StatesSeniorLead💰 $141,500 - $212,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in complex B2B SaaS selling, with a strong focus on value-based discovery, commercial deal ownership, and executive engagement. Proven ability to translate customer needs into actionable strategies while maintaining pipeline health and CRM discipline.

Highest-signal resume keywords

Complex B2B SaaS SellingValue-Based DiscoveryCommercial Deal OwnershipExecutive EngagementNegotiation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentConsultative DiscoveryDeal EconomicsROI NarrativesBusiness-Case Construction

Soft Skills

Prospecting DisciplineGenuine New-Business OrientationExecutive Selling Skills

Tools & Technologies

CRMZendesk PlatformAI Value Propositions

Industry Keywords

Pipeline ManagementMarket InsightsService OperationsDecision-Ready CasesMulti-Threaded Selling

About the role

Key responsibilities & impact

Create and maintain qualified net-new pipeline to meet or exceed quota through 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 to improve win probability
Maintain accurate CRM data, pipeline health, forecast discipline and early risk visibility
Document customer goals, stakeholders, use cases, commitments and success conditions for clean handoffs
Return market, competitor and buyer insights to improve go-to-market motions
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, and know when specialist depth is required
Genuine new-business orientation and targeted prospecting discipline
Consultative discovery skills
Executive and multi-threaded selling skills
Commercial acumen, including ROI narratives, deal economics and negotiation
CRM, forecast and operating discipline
Repeated success closing large, complex net-new deals with executive access, competitive strategy and strong business-case construction
No specific credential required where equivalent demonstrated experience, capability and track record are present

Benefits

Comp & perks

May be eligible for bonus, benefits, or related incentives
Hybrid way of working with flexibility to work remotely for part of the week
Reasonable accommodations for applicants with disabilities and disabled veterans