Enterprise Account Executive

## Enterprise Account Executive Apply:
Fully Flexible:
Remote, Massachusetts, United States of America:
Remote, Pennsylvania, United States of America:
Remote, Virginia, United States of America:
Remote, New York, United States of America:
Full time:
Posted Today:
R35692##

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 that ambition by building AI-driven, intelligent CX solutions rooted in the belief that behind every interaction is an opportunity to make a meaningful human connection.
The Hunter AE creates and closes 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.  
** What you’ll be doing
*** Create and maintain enough qualified net-new pipeline to meet or exceed quota through targeted outbound, inbound conversion, partner routes and disciplined territory planning.
* Lead a repeatable prospecting-to-close process: 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; protect customer value and delivery credibility.
* Orchestrate 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 decisions based on evidence rather than optimism.
* Document customer goals, stakeholders, use cases, commitments and success conditions for a clean handoff; return market, competitor and buyer insight to improve the go-to-market motion.
** What you bring to the role
*** Day one: a genuine new-business orientation, targeted prospecting discipline and ability to create qualified demand—not simply work inbound leads.
* Day one: consultative discovery that uncovers business problems, urgency, stakeholders, decision criteria and measurable outcomes before positioning product.
* Day one: executive and multi-threaded selling that earns trust with business, technical, financial, security and procurement stakeholders.
* Day one: commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully and qualify out when the fit is not credible.
* Day one: CRM, forecast and operating discipline; the ability to inspect facts, surface risk early and maintain mutual accountability.
* Developable: deeper Zendesk platform, AI and service-operations fluency; more advanced industry narratives, partner-led selling and complex deal strategy.
* Differentiating: the ability to shape the customer's problem, create demand where none exists and mobilize a buying committee without overselling.
* Scarce: repeated success closing large, complex net-new deals with executive access, competitive strategy and strong business-case construction.
** Experience and qualifications
*** Experience range:
Typically 8–12 years of related experience
* Relevant background: demonstrated capability in complex B2B SaaS new-business selling, value-based discovery and commercial deal ownership.
* Customer impact: demonstrated ownership of outcomes, not only activity;…