Enterprise Account Executive

2 weeks ago

Sunshine Coast Regional District, Australia Zendesk Pty Ltd (Australia) Full time
Enterprise Account Executive Job Description

At Zendesk Pty Ltd (Australia), we're on a mission to empower 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.

We're seeking a successful Enterprise 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 Enterprise account base. 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.

Key Responsibilities:
  1. Drive Top-Line Revenue Growth: Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top-tier accounts.
  2. Cross-Sell and Upsell Opportunities: Proactively identify and pursue opportunities to cross-sell additional products and services to existing customers to optimize account revenue and profitability.
  3. Customer Relationship Management: Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
  4. Data-Driven Sales: 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. Quarterly Territory Plans: Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.
  6. Product Alignment: Demonstrate a strong understanding of Zendesk products and align them with clients' business objectives to secure product expansion and customer satisfaction.
  7. Complex Sales Cycles: Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
  8. Pipeline Development: Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
  9. C-Level Executive Sponsorship: Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
  10. Internal Collaboration: Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
  11. Negotiation and Closing: Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
  12. Industry Knowledge: Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.
Requirements:
  1. Education: BA/BS degree or equivalent experience required.
  2. Experience: Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.
  3. Track Record: Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President's club membership is a plus.
  4. Complex Sales Cycles: Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
  5. Customer Relationships: Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.
  6. Sales to Executives: A history of successfully selling to VP and C-level executives in Enterprise accounts.
  7. Presentation and Negotiation: Outstanding presentation, negotiation, and deal-closing abilities.
  8. Territory and Account Planning: Experience creating and leveraging territory and account plans.
  9. Entrepreneurial Spirit: An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
  10. Industry Experience: Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
  11. Sales Tools: Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic, and Looker.
  12. Travel: Ability to travel to customer locations.

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