Account Executive - SMB with AI Expertise

About the Role

Zendesk invites passionate sales professionals to join our mission of delivering extraordinary customer service globally through AI-enhanced SaaS solutions. As an SMB Account Executive focusing on AI-driven sales strategies, you will spearhead new business growth, foster lasting client relationships, and leverage cutting-edge AI insights to scale revenue across our SMB customer base.

Key Responsibilities

• Expand revenue by acquiring new SMB clients using advanced AI-powered techniques for pipeline development and account growth.
• Maintain and strengthen customer satisfaction and retention by customizing engagement and automating workflows with AI tools.
• Lead complex sales processes, implementing AI data to create customer-specific, results-oriented solutions.
• Co-develop AI transformation plans with clients focused on measurable KPIs and addressing business challenges through deep AI insights.
• Present compelling, data-driven ROI justifications to influence purchasing decisions and support upselling and renewal efforts.
• Discuss AI product architectures and integration possibilities in technical consults, collaborating with internal AI experts and solution engineers.
• Identify cross-selling and upselling opportunities based on customer adoption and requirements to boost account value.
• Stay ahead of AI market trends and competitor activity to fine-tune sales approaches and inform Zendesk’s go-to-market strategies.
• Manage a detailed sales pipeline in CRM systems like Salesforce with accurate forecasting and consistent attainment of sales targets.
• Work closely with marketing and business development teams to optimize sales initiatives and deliver exceptional customer engagement.
• Act as a thought leader in AI-powered sales, continuously advancing organizational standards and championing the customer perspective.
• Understand local market dynamics applicable to your geographic territory and tailor strategies accordingly.
• Oversee renewal procedures and collaborate across departments to provide smooth onboarding and enhance account growth.
• Coordinate tightly across marketing, customer success, and product teams to maximize sales impact.

Qualifications and Skills

• Minimum two years B2B sales or solution engineering experience within SaaS, with a track record of surpassing sales goals.
• Proven ability to extend relationships at multiple customer levels, preferably in technology markets.
• Strong technical knowledge to engage in detailed discussions on AI product architecture and system integrations.
• Success in prospecting, outreach, and deal closure employing AI-enhanced and conventional strategies.
• Exceptional organizational capabilities managing large volumes of opportunities and conducting precise sales forecasting using Salesforce or comparable platforms.
• Entrepreneurial mindset, teamwork orientation, and a relentless commitment to professional development in AI and automation trends.
• Excellent communication, negotiation, and presentation skills.
• Experience formulating and implementing account and territory plans, adept with sales tools such as Salesforce, Outreach, and Clari.
• Possession of a Bachelor’s degree or equivalent practical experience.
• Open to travel as required for the role.

Candidate Profile

• Customer-focused innovator who anticipates and fulfills client needs by merging AI insights with human expertise for significant business value.
• Data-driven decision-maker employing AI analytics to optimize and personalize sales processes throughout the customer journey.
• Collaborative influencer fostering trust-based partnerships internally and externally to enhance team and client success.
• Curious learner and mentor keeping current on AI advancements, sharing knowledge to build organizational AI proficiency.
• Strategic thinker balanced with action-oriented execution to deliver impactful AI-enhanced sales results.

Compensation and Work Arrangement

The US-based On Target Earnings for this position range from $111,000 to $167,000 annually, with a pay structure of 60% base salary and 40% commission. Eligibility for bonuses, benefits, and other incentives may apply. Compensation offers will be aligned with individual qualifications, experience, and location specifics.

This role offers a hybrid working model requiring attendance at the local office part of the week for collaboration and team connection, while also permitting remote work flexibility. Specific on-site schedules will be set by the hiring manager.

Equal Opportunity and Accessibility

Zendesk is dedicated to fostering a diverse, inclusive workplace and is an equal opportunity employer. We consider applicants without regard to race, color, religion, national origin, age, sex, gender identity or expression, sexual orientation, disability, veteran status, or any other legally protected characteristic. We also provide reasonable accommodations to applicants with disabilities upon request throughout the recruitment process.

Applicants should be aware that AI or automated systems may be utilized in application assessment following company policy and legal requirements.