Director, Enterprise Account Executive

Zendesk • San Francisco, CA

5d • $442,000 - $662,000 • Hybrid

About The Position

Zendesk is seeking an Enterprise AE Sales Leader to drive 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 cross-functionally to accelerate customer acquisition. Success requires strong commercial judgment, executive influence, and the ability to build teams that consistently deliver results.

The position develops and executes the net-new business growth strategy, including territory planning, market priorities, resource allocation, and revenue targets. It leads and coaches sales leaders and Account Executives, improves pipeline and sales performance through data-driven operating rhythms, and collaborates with Marketing, Sales Engineering, Product, and executive leadership. The role also supports hiring, talent development, succession planning, customer transitions, and go-to-market decisions.

The leader is expected to understand how AI, automation, and customer experience technologies affect enterprise buying and business priorities. They will guide teams in positioning AI-driven solutions around measurable outcomes, encourage responsible use of approved AI tools, and help teams address customer concerns related to adoption, governance, security, and implementation readiness while preserving the human skills needed for enterprise selling.

Zendesk offers a hybrid way of working: employees come together in person at an office to connect, collaborate, and learn, with flexibility to work remotely for part of the week. The US annualized OTE range 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.

Requirements

• Typically 12+ years of relevant sales experience, including 6+ years of people leadership and demonstrated experience leading sales managers.
• Proven success leading complex B2B SaaS new-business sales organizations, acquiring new 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.
• Strong leadership skills, including 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.
• Strong understanding of sales performance metrics, territory planning, pipeline development, and forecasting methodologies.
• Data-driven approach to pipeline management, forecasting, performance measurement, and identifying improvement opportunities.
• 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, changing customer needs, and organizational change.
• 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 accountability, collaboration, and continuous improvement.
• Drive pipeline generation, deal execution, and forecasting through disciplined operating rhythms and data-driven decision-making.
• 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 successful customer transitions.
• Lead teams in positioning AI-driven solutions around measurable business outcomes, operational efficiency, and customer value.
• Encourage responsible use of approved AI tools for prospecting, account research, pipeline insights, forecasting, and sales productivity.
• Equip sales leaders and Account Executives to address AI adoption, governance, security, and implementation readiness in customer conversations.
• Use customer feedback, competitive intelligence, and emerging AI trends to refine sales strategies, strengthen team capabilities, and identify growth opportunities.

Benefits

• The position may be eligible for bonus, benefits, or related incentives.
• Hybrid working arrangement with flexibility to work remotely for part of the week.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed