Director, Strategic Enterprise Sales (Bay Area)

Zendesk•San Francisco, CA

1d•$442,000 - $662,000•Hybrid

About The Position

Join us at Zendesk, where we’re on a mission to power exceptional service for every person on the planet. We’re accelerating our ambition by building intelligent, AI-driven solutions that connect people and businesses in more meaningful ways. We’re seeking an accomplished and dynamic Director of Strategic Enterprise Sales with a growth mindset and a passion for innovation to lead our Bay Area focused team. In this pivotal role, you’ll drive revenue and strategic expansion across our most complex Enterprise accounts. Shaping Zendesk’s next chapter and empowering customers to transform their CX and EX through cutting-edge AI and automation. As a strategic sales leader, you’ll inspire a high-performing team, build trusted C-suite relationships, and accelerate growth through data-driven, AI-enabled sales strategies. Leveraging your deep connections within the Bay Area technology landscape and expertise in Enterprise SaaS and AI solutions. You’ll strengthen partnerships with some of the region’s most forward-thinking companies. If you thrive in fast-paced environments and are driven by the opportunity to help customers unlock the power of AI-driven CX innovation, we want to hear from you.

Requirements

BA/BS degree or equivalent experience required.
10+ years of software sales experience, including 5+ years leading Strategic Sales teams, preferably within the SaaS or AI technology industry.
Proven track record of exceeding revenue targets and quota achievement; President’s Club recognition is a plus.
Expertise in managing complex, multi-stakeholder Enterprise sales cycles, including multi-month, AI-enabled, value-driven processes with proof-of-concept stages.
Deep understanding of value selling frameworks (MEDDPICC preferred) and experience running executive-level deal reviews.
Strong forecasting and pipeline management discipline, with a data-informed approach to sales execution.
Skilled negotiator with experience driving high-value ARR opportunities and multi-product expansion.
Exceptional presentation, storytelling, and listening skills, with the ability to articulate Zendesk’s AI and automation value proposition to senior executives.
Strategic relationship-builder with a proven ability to influence C-suite leaders across the Bay Area technology landscape.
Demonstrated success in attracting, developing, and retaining top Account Executives in competitive, high-growth markets.
Entrepreneurial mindset with strong collaboration skills and a drive for continuous improvement.
Proficiency with sales tools such as Salesforce, Outreach, Clari, and AI-powered enablement platforms.
Willingness to travel across the Bay Area and select West Coast territories for customer and team engagements.
An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
Familiarity with key Sales tools such as Salesforce, Outreach, Clari, and AI-driven enablement technologies.
Customer-facing travel required within the Bay Area and select West Coast territories.

Responsibilities

Hire, coach, and lead a high-performing Bay Area based Strategic Enterprise Sales team, empowering and motivating them to consistently exceed revenue goals.vating and empowering them to consistently meet and exceed quota.
Drive growth by developing and executing go-to-market strategies that expand our footprint within complex Enterprise accounts, leveraging AI-driven, solution-based selling and targeted upsell and cross-sell initiatives.opportunities, AI-focused solution selling, and upsell/cross-sell strategies.
Guide and mentor your team through large, multi-product Enterprise sales cycles, fostering precision in complex deal navigation, executive engagement, and layered decision-making processes.
Conduct quarterly territory and account plan reviews, providing actionable insights and strategic direction to drive customer expansion, retention, and AI-led solution adoption.
Lead weekly forecast and pipeline reviews, providing mentorship and strategic deal coaching to ensure accuracy, accountability, and consIstent execution against goals.
Review top account plans quarterly, offering strategic recommendations that accelerate customer outcomes and revenue growth through AI-enabled CX and EX transformation.
Establish and enforce operational rigor in the sales process. Driving accountability to KPIs, forecasting discipline, and data-informed decision-making.
Maintain deep expertise in Zendesk’s AI, automation, and analytics capabilities, ensuring your team remains fluent in our technology value proposition and the evolving competitive landscape.
Deliver compelling QBR presentations and executive briefings, aligning customer strategies with Zendesk’s roadmap for AI innovation and scalable customer experience transformation.
Engage frequently with C-level executives and technology leaders across the Bay Area, building trusted partnerships that position Zendesk as a strategic enabler of intelligent CX.