Senior Enterprise Account Executive

Zendesk

. Create and maintain qualified net-new pipeline to meet or exceed quota .

Posted 10/16/2026full-timeRemote • Washington • United StatesSenior💰 $160,000 - $240,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B SaaS sales, focusing on value-based discovery and commercial deal ownership. Capable of translating customer needs into actionable strategies while maintaining strong CRM discipline and pipeline management.

Highest-signal resume keywords

B2B SaaS New-Business SellingValue-Based DiscoveryCommercial Deal OwnershipExecutive EngagementConsultative Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentComplex Deal JudgmentPipeline ManagementForecast DisciplineNegotiationBusiness-Case DevelopmentValue MappingCustomer Goal DocumentationMarket InsightsAI Value Proposition

Soft Skills

Genuine New-Business OrientationCommercial AcumenStakeholder AlignmentConsultative DiscoveryMulti-Threaded Selling

Tools & Technologies

CRMZendesk PlatformAI Tools

Industry Keywords

Prospecting DisciplineService OperationsTransformation GoalsSecurityGovernance

About the role

Key responsibilities & impact

Create and maintain qualified net-new pipeline to meet or exceed quota
Lead prospecting-to-close activities including discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting, and closing
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 buying committee 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, forecast discipline, and early risk visibility
Document customer goals, stakeholders, use cases, commitments, and success conditions for post-sale handoff
Provide market, competitor, and buyer insights to improve go-to-market motion
Frame AI opportunities around measurable outcomes, operating-model change, adoption risk, security, governance, and implementation readiness

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 measurable customer or commercial outcomes
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
Genuine new-business orientation and targeted prospecting discipline
Consultative discovery, executive and multi-threaded selling, commercial acumen, CRM and forecast discipline
No specific educational credential required where equivalent demonstrated experience, capability, and track record are present
Ability to use approved AI tools while protecting customer confidentiality and data

Benefits

Comp & perks

Bonus, benefits, or related incentives may be available
Flexible remote work for part of the week
Opportunities to connect, collaborate, and learn in Zendesk offices
Reasonable accommodations for applicants with disabilities and disabled veterans