Director, Enterprise Account Executive

Zendesk•San Francisco, CA

3d•$442,000 - $662,000•Hybrid

About The Position

The Enterprise AE Sales Leader drives net-new revenue growth by setting sales strategy, developing high-performing teams, and building a disciplined, scalable sales organization. The role leads Account Executives and sales leaders, shapes market priorities, and partners across the business to accelerate customer acquisition. Success requires strong commercial judgment, executive influence, and the ability to build teams that consistently deliver results. The position focuses on enterprise new-business sales in complex B2B SaaS or enterprise software environments. It includes leading teams through complex, multi-stakeholder buying cycles and high-value negotiations, while applying customer insights and market intelligence to guide go-to-market strategy. The leader is also expected to help teams position AI-driven solutions around measurable business outcomes and use approved AI tools responsibly to improve sales work. Zendesk describes its working model as hybrid, bringing employees together in offices to connect, collaborate, and learn while providing flexibility to work remotely for part of the week. The US annualized OTE is $442,000–$662,000, with a 50/50 base and commission pay mix. The position may also be eligible for bonus, benefits, or related incentives; compensation depends on capabilities, experience, work location, and other factors.

Requirements

Typically 12 or more years of relevant sales experience, including 6 or more years of people leadership and demonstrated experience leading sales managers.
Proven success leading complex B2B SaaS new-business sales organizations focused on acquiring customers and delivering sustainable revenue growth.
Track record of driving net-new revenue growth in complex B2B SaaS or enterprise software environments.
Experience building and scaling sales organizations, developing leadership talent, and consistently delivering against revenue goals.
Experience leading enterprise sales teams through complex, multi-stakeholder buying cycles and high-value commercial negotiations.
Strategic ability to turn 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, including evaluating deal economics, building business cases, and guiding teams through sophisticated buying processes.
Understanding of sales performance metrics, territory planning, pipeline development, and forecasting methodologies.
Data-driven approach to pipeline management, forecasting, performance measurement, and identifying areas for improvement.
Ability to influence senior executives and collaborate across Sales, Marketing, Product, Finance, and other business functions.
Ability to communicate the business value of AI, automation, customer experience, and enterprise technology solutions.
Strong communication, coaching, and decision-making skills, with a commitment to an inclusive, high-accountability team culture.
Resilience, adaptability, and sound judgment in competitive markets, evolving customer needs, and organizational change.
Understanding of how AI, automation, and evolving customer experience technologies affect enterprise buying decisions and business priorities.
Ability to balance AI-enabled efficiencies with relationship building, executive influence, commercial judgment, and negotiation.
No specific educational credential is required where equivalent experience, capabilities, and a demonstrated track record are present.

Responsibilities

Develop and execute the net-new business growth strategy, including territory planning, market priorities, resource allocation, and revenue targets.
Lead, coach, and develop sales leaders and Account Executives, fostering a culture of accountability, collaboration, and continuous improvement.
Drive pipeline generation, deal execution, and forecasting through disciplined operating rhythms and data-driven decisions.
Identify opportunities to improve pipeline coverage, conversion rates, win rates, deal velocity, and sales productivity.
Partner with Marketing, Sales Engineering, Product, and executive leadership to align resources, remove barriers, 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 clear ownership and collaboration between New Business sales teams and post-sale teams to support customer transitions.
Lead teams in positioning AI-driven solutions in terms of measurable business outcomes, operational efficiency, and customer value.
Encourage responsible use of approved AI tools to improve prospecting, account research, pipeline insights, forecasting, and sales productivity.
Equip sales leaders and Account Executives to discuss AI adoption, governance, security, and implementation readiness with customers.
Use customer feedback, competitive intelligence, and emerging AI trends to refine sales strategies, strengthen team capabilities, and identify growth opportunities.