Account Executive

Zoom • San Jose, CA

12d • Remote

About The Position

Zoom Communications, Inc. is seeking an Account Executive to execute the full sales cycle, skillfully managing negotiations to close deals with new clients. This role involves overcoming objections, ensuring a seamless handoff to the customer success team, and identifying/targeting potential clients within the HR tech space. The Account Executive will establish a personal brand, build deep relationships with heads of Talent Acquisition, and maintain a robust pipeline through disciplined daily prospecting. Optimization and scaling of prospecting efforts will be achieved using tools like Sales Navigator, Apollo, and AI. The role requires conducting deep discovery, building presentations and product demos, and qualifying leads using a disciplined sales process (MEDDPICC). Nurturing client relationships, multithreading across accounts to build multiple avenues to power and budget, and navigating procurement, legal, and security reviews are key responsibilities. Accurate sales forecasting and deal momentum assessment are also critical. Immigration sponsorship is not available for this position. Telecommuting work arrangement is permitted, with the position potentially working in various unanticipated locations throughout the U.S. The position requires 5-10% domestic travel.

Requirements

• Bachelor’s degree in economics, Marketing, Business, a related field, or a foreign degree equivalent.
• 3 years of experience in job offered or related occupation.
• 3 Years of experience executing a full SaaS sales cycle
• 3 Years of experience using Sales Navigator or similar sales tools
• 3 Years of experience with pipeline generation and closing sales
• 3 Years of experience with Strategic outreach and social selling
• 3 Years of experience managing procurement, legal and security reviews
• 3 Years of experience with sales negotiations
• 3 Years of experience with multithreading and strategic account development.

Responsibilities

• Execute the full sales cycle, skillfully managing negotiations to close deals with new clients.
• Overcome objections and ensure a seamless handoff to the customer success team for a smooth transition.
• Identify and target potential clients within the HR tech space, engaging with prospects through strategic outreach and social selling.
• Establish a personal brand within our target market and build deep relationships with heads of Talent Acquisition at mid-market and enterprise-level prospects.
• Adopt a disciplined daily approach to build and maintain a robust pipeline, ensuring sufficient coverage.
• Utilize tools like Sales Navigator, Apollo, and AI to optimize and scale prospecting efforts.
• Conduct deep discovery that goes beyond surface-level pain and build presentations, product demos, and supporting materials that enable champions at our prospects to sell our value to their internal stakeholders.
• Qualify leads and advance sales opportunities by applying a disciplined sale process (we use MEDDPICC).
• Nurture prospect client relationships to constantly build pipeline.
• Relentlessly move deals forward with multithreading across accounts to build multiple avenues to power and budget.
• Navigate procurement, legal, and security reviews while controlling every controllable, and close confidently and consistently.
• Develop accurate monthly and quarterly sales forecasts and monitor open deals to refine these forecasts weekly.
• Use sound judgment to assess deal momentum, close dates, and deal amounts.

Benefits

• In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.
• As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior