Senior Enterprise Account Executive

Zendesk • US - Colorado - Fully Flexible, CO

1d • $320,000 - $480,000 • Hybrid

About The Position

The Senior Enterprise Account Executive is a hunter role focused on creating and closing durable net-new business. The role turns priority prospects into customers through disciplined prospecting, consultative discovery, evidence-based value cases, executive selling, commercial judgment, and a clean transition to the post-sale account team. It does not own installed-base expansion or post-sale commercial outcomes.

The position helps customers move from service challenges to decision-ready cases for change, making an AI-powered, platform-level future state credible to executive buyers. The successful candidate brings disciplined new-business selling and can credibly discuss AI, automation, customer experience, and platform value at the business level, involving specialists when deeper technical validation is needed.

Zendesk describes its work as powering exceptional service and creating meaningful human connections through AI-driven intelligent customer experience solutions. The company uses a hybrid working model, bringing employees together in person at Zendesk offices while allowing remote work for part of the week.

Requirements

• Typically 8–12 years of related experience.
• Demonstrated capability in complex B2B SaaS new-business selling, value-based discovery, and commercial deal ownership.
• Demonstrated ownership of outcomes, supported by evidence of decision quality, follow-through, and measurable customer or commercial impact.
• Evidence of prospecting discipline, quota attainment or equivalent growth results, executive engagement, and complex deal judgment.
• Ability to discuss AI, automation, service operations, and platform value credibly, and to recognize when specialist depth is required.
• Ability to create qualified demand through targeted prospecting rather than relying solely on inbound leads.
• Ability to conduct consultative discovery that uncovers business problems, urgency, stakeholders, decision criteria, and measurable outcomes before positioning a product.
• Ability to earn trust with business, technical, financial, security, and procurement stakeholders through executive and multi-threaded selling.
• Commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully, and qualify out when the fit is not credible.
• CRM, forecasting, and operating discipline, including inspecting facts, surfacing risk early, and maintaining mutual accountability.
• Education: no specific credential is required where equivalent demonstrated experience, capability, and track record are present.

Nice To Haves

• Deeper Zendesk platform, AI, and service-operations fluency.
• More advanced industry narratives, partner-led selling, and complex deal strategy.
• Ability to shape the customer's problem, create demand where none exists, and mobilize a buying committee without overselling.
• Repeated success closing large, complex net-new deals with executive access, competitive strategy, and strong business-case construction.

Responsibilities

• Create and maintain sufficient qualified net-new pipeline to meet or exceed quota through targeted outbound prospecting, inbound conversion, partner routes, and disciplined territory planning.
• Lead a repeatable prospecting-to-close process, including discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting, and close.
• Translate customer business priorities, service-operation challenges, and transformation goals into a credible Zendesk platform and AI value proposition.
• Build executive and multi-threaded alignment across business, technology, security, finance, procurement, and the economic buying committee.
• Own commercial strategy, deal progression, and negotiation within approved guardrails while protecting customer value and delivery credibility.
• Coordinate Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners, and leadership to improve win probability.
• Maintain accurate CRM data, pipeline health, forecast discipline, and early risk visibility; make evidence-based decisions.
• Document customer goals, stakeholders, use cases, commitments, and success conditions to support a clean handoff to the post-sale account team.
• Return market, competitor, and buyer insights to improve the go-to-market motion.
• Discuss AI, automation, CX, and platform value credibly at the business level and bring in specialists when deeper technical validation is required.
• Frame AI opportunities in terms of measurable customer outcomes, operating-model change, adoption risk, security, governance, and implementation readiness.
• Use approved AI tools to improve account research, preparation, follow-through, and signal synthesis while protecting customer confidentiality and data.
• Distinguish uniquely human work, including trust, judgment, negotiation, and executive alignment, from work that can be augmented or automated.
• Use market and customer insight to refine AI narratives, objection handling, and priority use cases without overstating product capability.

Benefits

• The position may be eligible for bonus, benefits, or related incentives.
• Zendesk offers a hybrid way of working, with in-person collaboration at its offices and flexibility to work remotely for part of the week.

What This Job Offers

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