SMB Account Executive

Location: Northern

## SMB Account Executive Apply:
San Francisco, California, United States of America:
US
- Austin
- Office:
Full time:
Posted 18 Days Ago:
R33806##

Job Description Join us at Zendesk, where we’re on a mission to power exceptional service for every person on the planet. Our AI-informed solutions transform every interaction into an opportunity for authentic human connection, empowering organizations to create outstanding customer experiences  help advance this vision, we’re looking for a dedicated SMB Account Executive who is AI-savvy, has a strong track record in B2B sales, and is passionate about driving SaaS growth.

In this role, you will expand our SMB account base through cross-sell, up-sell, and expansion efforts, while closing deals of all sizes and building broad, trusted relationships.

As a key member of our team, you’ll harness the latest in AI-driven insights and solutions to accelerate revenue growth, align with customer goals, and deepen Zendesk’s impact across the SMB landscape.
** What You'll Be Doing:
*** Drive top-line revenue growth by acquiring new SMB customers, leveraging innovative and AI-powered strategies for pipeline development and account expansion.
* Manage and nurture customer relationships to ensure high satisfaction and retention by personalizing outreach and automating workflows through AI tools.
* Proactively lead complex sales cycles by integrating AI insights and customer data to craft tailored, outcome-driven solutions for each customer.
* Co-create with customers clear AI transformation roadmaps grounded in measurable KPIs, uncovering and addressing unique business challenges through deep AI-driven insights.
* Develop and articulate compelling, data-backed ROI and value cases that impact procurement decisions and demonstrate clear business impact. Tracking and communicating realized outcomes to foster loyalty and drive upsell opportunities.
* Hold consultative technical conversations regarding AI product architecture and integrations, collaborating closely with Solutions Engineers, AI Specialists, and cross-functional teams to co-design innovative solutions.
* Identify and pursue opportunities to cross-sell and up-sell new products and services, maximizing account revenue and profitability by understanding adoption history and customer needs.
* Consistently anticipate AI market trends and competitor moves, leveraging this intelligence to sharpen deal strategies and influence Zendesk’s go-to-market approach.
* Build and maintain a robust, accurately tracked pipeline of qualified opportunities in Salesforce, providing weekly, monthly, and quarterly forecasts while meeting or exceeding revenue targets and activity KPIs.
* Collaborate with Marketing, Business Development, and other internal teams to optimize sales campaigns and execution, ensuring seamless and tech-enabled customer engagement.
* Champion the customer voice and act as a Zendesk AI thought leader. Staying relentlessly curious about new trends and raising organizational standards for AI-powered sales excellence.
* Demonstrate an understanding of local market dynamics and customer behaviors relevant to your assigned territory or region.
* Manage sales pipeline rigorously, employing qualification frameworks and consistent forecasting to maximize deal velocity and accuracy.
* Handle renewal processes and collaborate cross-functionally to ensure seamless customer onboarding and account expansion.
* Collaborate effectively with internal teams including marketing, customer success, and product specialists to amplify sales impact.
** What You Bring to the Role:
*** At least 2 years B2B sales or solution engineering experience in SaaS, with a proven record of exceeding targets.
* Experience engaging and expanding…