Mid-Market - Account Executive

Job Description

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 products rooted in the belief that behind every interaction is an opportunity to make a human connection.

To achieve this, we're looking for a successful Mid Market Account Executive with a proven track record in B2B sales and a passion for driving growth within the SaaS space. You will play a vital role in growing our Mid Market account base and closing deals of varying sizes and sales cycles. Your focus will be on building relationships and introducing innovative solutions to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepen Zendesk's impact.

What You'll Be Doing:

1. Directly drive top-line revenue growth through the acquisition of new Mid Market customers and developing strategies to penetrate top tier accounts.
2. Proactively identify and pursue opportunities to cross-sell additional products and services to existing customers to optimize account revenue and profitability.
3. Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
4. Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.
5. Demonstrate a strong understanding of Zendesk products and align them with clients’ business objectives to secure product expansion and customer satisfaction.
6. Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages.
7. Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
8. Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
9. Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
10. Negotiate and close complex deals, leveraging a consultative approach and utilizing exceptional communication skills to present compelling business cases and value propositions.

What You Bring to the Role:

1. BA/BS degree or equivalent experience required.
2. A Minimum of 5 years of B2B sales or solution engineering experience, preferably in the SaaS industry with a proven record of exceeding sales targets.
3. Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President’s club membership is a plus.
4. Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
5. Experience in managing customer relationships with organizations across a range of revenue scales.
6. History of sales success with VP and C-level executives in Mid Market accounts.
7. Outstanding presentation, negotiation, and closing skills.
8. Experience creating and leveraging territory and account plans.
9. An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
10. Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
11. Familiarity with key Sales tools such as Salesforce, Outreach, and Clari.
12. Ability to travel to customer locations.

Where We Work:

Fully Flexible

In this role, you’ll work primarily remotely with the support of a dynamic and caring team. We’ll provide you with the digital tools and experiences to be together–even when we’re apart. Being digital first doesn’t mean we’re digital only. You’ll also have the flexibility to join us at a Zendesk workspace, in one of our Zendesk offices or our flex office spaces.

Compensation:

The US annualized OTE (On Target Earnings) range for this position is $198,000.00-$298,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives.

Diversity and Inclusion:

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace.