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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in complex B2B SaaS sales, with a strong focus on building relationships with executive buyers and guiding cross-functional teams through the sales process. Proven ability to connect customer goals to AI solutions and deliver measurable commercial outcomes.
Highest-signal resume keywords
Complex B2B SaaS SalesExecutive EngagementConsultative Discovery SkillsAccurate ForecastingAI Solutions Expertise
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
New-Business DevelopmentPipeline ManagementDeal NegotiationValue-Based DiscoveryROI StorytellingOpportunity QualificationCommercial JudgmentAccount StrategySales ForecastingCustomer Outcomes Measurement
Soft Skills
Relationship BuildingClear CommunicationCollaborative LeadershipTrust BuildingProspecting Discipline
Tools & Technologies
CRM SoftwareAI ToolsMarket Research ToolsSales Enablement Platforms
Industry Keywords
Enterprise SalesService OperationsCustomer ExperienceAI-Enabled Business TransformationCross-Functional Sales Teams
About the role
Key responsibilities & impact- Win new business with large enterprises across industries
- Build trusted relationships with executive buyers
- Connect customer priorities to Zendesk service and AI solutions
- Guide complex opportunities from first conversation through close
- Build and manage qualified pipeline through targeted prospecting, inbound opportunities, partner relationships, and territory planning
- Lead complex sales through discovery, qualification, business case, proposal, negotiation, and close
- Connect customer goals and service challenges to Zendesk platform and AI solutions with measurable outcomes
- Build relationships across executive, business, technical, finance, security, and procurement teams
- Own pursuit strategy, deal progression, and commercial decisions within approved guidelines
- Coordinate Solution Engineers, Product Specialists, Marketing, SDR/BDR teams, partners, and leaders
- Maintain accurate CRM records and forecasts, surface risks early, and align buyers on next steps
- Document customer goals, commitments, and success conditions for post-sale handoff
- Share market insights with internal teams
- Use approved AI tools for account research, preparation, follow-through, and synthesis of customer and market signals
Requirements
What you’ll need- Typically 12+ years of related experience
- Demonstrated success in complex B2B SaaS sales
- Record of owning new-business opportunities and delivering measurable commercial outcomes, such as quota attainment or new ARR
- Experience with prospecting, value-based discovery, executive engagement, and complex deal ownership
- Ability to discuss AI, automation, and platform value credibly
- Strong new-business mindset and consistent prospecting discipline
- Consultative discovery skills covering business problems, urgency, stakeholders, and measurable outcomes
- Ability to build trust and guide executive and cross-functional buying groups
- Commercial judgment in business cases, deal economics, negotiation, and opportunity qualification
- Accurate forecasting, clear next steps, early risk visibility, and reliable follow-through
- Clear communication of complex platform and AI value to business and technical audiences
- Collaborative approach to leading specialists and sharing customer and market insight
- Equivalent practical experience is welcome; no specific degree is required
- Preferred: repeated success closing large, complex net-new enterprise deals
- Preferred: experience creating demand and shaping account or market strategy for high-value prospects
- Preferred: strength in ROI storytelling, competitive positioning, and multi-stakeholder buying decisions
- Preferred: experience with channel or ecosystem partners and cross-functional sales teams
- Preferred: familiarity with service operations, customer experience, or AI-enabled business transformation
- Comfort using approved AI tools while protecting confidential information
- Ability to discuss AI opportunities in terms of customer outcomes, adoption, security, governance, and implementation readiness
Benefits
Comp & perks- Hybrid way of working, with flexibility to work remotely for part of the week
- Inclusive workplace experience
- Equal opportunity employment
- Reasonable accommodations for applicants with disabilities and disabled veterans