Zendesk
Director, Strategic Enterprise Sales (Bay Area)
Zendesk, California, Missouri, United States, 65018
Director, Strategic Enterprise Sales (Bay Area)
Join our team as the
Director, Strategic Enterprise Sales (Bay Area)
at Zendesk. This role is designed to lead our Bay Area‑focused team and drive revenue and strategic expansion across our most complex Enterprise accounts, empowering customers to transform their CX and EX through cutting‑edge AI and automation. What You’ll Be Doing Hire, coach, and lead a high‑performing Bay Area based Strategic Enterprise Sales team, empowering and motivating them to consistently exceed revenue goals. Drive growth by developing and executing go‑to‑market strategies that expand our footprint within complex Enterprise accounts, leveraging AI‑driven, solution‑based selling and targeted upsell and cross‑sell initiatives. Guide and mentor your team through large, multi‑product Enterprise sales cycles, fostering precision in complex deal navigation, executive engagement, and layered decision‑making processes. Conduct quarterly territory and account plan reviews, providing actionable insights and strategic direction to drive customer expansion, retention, and AI‑led solution adoption. Lead weekly forecast and pipeline reviews, providing mentorship and strategic deal coaching to ensure accuracy, accountability, and consistent execution against goals. Review top account plans quarterly, offering strategic recommendations that accelerate customer outcomes and revenue growth through AI‑enabled CX and EX transformation. Establish and enforce operational rigor in the sales process, driving accountability to KPIs, forecasting discipline, and data‑informed decision‑making. Maintain deep expertise in Zendesk’s AI, automation, and analytics capabilities, ensuring your team remains fluent in our technology value proposition and the evolving competitive landscape. Deliver compelling QBR presentations and executive briefings, aligning customer strategies with Zendesk’s roadmap for AI innovation and scalable customer experience transformation. Engage frequently with C‑level executives and technology leaders across the Bay Area, building trusted partnerships that position Zendesk as a strategic enabler of intelligent CX. What You Bring To The Role BA/BS degree or equivalent experience required. 10+ years of software sales experience, including 5+ years leading Strategic Sales teams, preferably within the SaaS or AI technology industry. Proven track record of exceeding revenue targets and quota achievement; President’s Club recognition is a plus. Expertise in managing complex, multi‑stakeholder Enterprise sales cycles, including multi‑month, AI‑enabled, value‑driven processes with proof‑of‑concept stages. Deep understanding of value selling frameworks (MEDDPICC preferred) and experience running executive‑level deal reviews. Strong forecasting and pipeline management discipline, with a data‑informed approach to sales execution. Skilled negotiator with experience driving high‑value ARR opportunities and multi‑product expansion. Exceptional presentation, storytelling, and listening skills, with the ability to articulate Zendesk’s AI and automation value proposition to senior executives. Strategic relationship‑builder with a proven ability to influence C‑suite leaders across the Bay Area technology landscape. Demonstrated success in attracting, developing, and retaining top Account Executives in competitive, high‑growth markets. Entrepreneurial mindset with strong collaboration skills and a drive for continuous improvement. Proficiency with sales tools such as Salesforce, Outreach, Clari, and AI‑powered enablement platforms. Willingness to travel across the Bay Area and select West Coast territories for customer and team engagements. US Annualized OTE range: $323,000.00 – $485,000.00 with a 50/50 base/commission pay mix. This position may also be eligible for bonus, benefits, or related incentives. Compensation details reflect base salary only and do not include bonus, benefits, or related incentives. Zendesk believes in offering our people a fulfilling and inclusive experience. We maintain a hybrid work model that balances in‑office collaboration with remote flexibility. As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position in accordance with company guidelines and applicable law. Zendesk is an equal‑opportunity employer, and we foster global diversity, equity, and inclusion in the workplace. We consider applicants without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. Individuals seeking employment and employees at Zendesk are considered with respect to EEO rights under applicable law. If you are based in the United States and would like more information about your EEO rights, please click here. Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre‑employment testing, or otherwise participate in the employee selection process, please send an email to peopleandplaces@zendesk.com with your specific accommodation request.
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Join our team as the
Director, Strategic Enterprise Sales (Bay Area)
at Zendesk. This role is designed to lead our Bay Area‑focused team and drive revenue and strategic expansion across our most complex Enterprise accounts, empowering customers to transform their CX and EX through cutting‑edge AI and automation. What You’ll Be Doing Hire, coach, and lead a high‑performing Bay Area based Strategic Enterprise Sales team, empowering and motivating them to consistently exceed revenue goals. Drive growth by developing and executing go‑to‑market strategies that expand our footprint within complex Enterprise accounts, leveraging AI‑driven, solution‑based selling and targeted upsell and cross‑sell initiatives. Guide and mentor your team through large, multi‑product Enterprise sales cycles, fostering precision in complex deal navigation, executive engagement, and layered decision‑making processes. Conduct quarterly territory and account plan reviews, providing actionable insights and strategic direction to drive customer expansion, retention, and AI‑led solution adoption. Lead weekly forecast and pipeline reviews, providing mentorship and strategic deal coaching to ensure accuracy, accountability, and consistent execution against goals. Review top account plans quarterly, offering strategic recommendations that accelerate customer outcomes and revenue growth through AI‑enabled CX and EX transformation. Establish and enforce operational rigor in the sales process, driving accountability to KPIs, forecasting discipline, and data‑informed decision‑making. Maintain deep expertise in Zendesk’s AI, automation, and analytics capabilities, ensuring your team remains fluent in our technology value proposition and the evolving competitive landscape. Deliver compelling QBR presentations and executive briefings, aligning customer strategies with Zendesk’s roadmap for AI innovation and scalable customer experience transformation. Engage frequently with C‑level executives and technology leaders across the Bay Area, building trusted partnerships that position Zendesk as a strategic enabler of intelligent CX. What You Bring To The Role BA/BS degree or equivalent experience required. 10+ years of software sales experience, including 5+ years leading Strategic Sales teams, preferably within the SaaS or AI technology industry. Proven track record of exceeding revenue targets and quota achievement; President’s Club recognition is a plus. Expertise in managing complex, multi‑stakeholder Enterprise sales cycles, including multi‑month, AI‑enabled, value‑driven processes with proof‑of‑concept stages. Deep understanding of value selling frameworks (MEDDPICC preferred) and experience running executive‑level deal reviews. Strong forecasting and pipeline management discipline, with a data‑informed approach to sales execution. Skilled negotiator with experience driving high‑value ARR opportunities and multi‑product expansion. Exceptional presentation, storytelling, and listening skills, with the ability to articulate Zendesk’s AI and automation value proposition to senior executives. Strategic relationship‑builder with a proven ability to influence C‑suite leaders across the Bay Area technology landscape. Demonstrated success in attracting, developing, and retaining top Account Executives in competitive, high‑growth markets. Entrepreneurial mindset with strong collaboration skills and a drive for continuous improvement. Proficiency with sales tools such as Salesforce, Outreach, Clari, and AI‑powered enablement platforms. Willingness to travel across the Bay Area and select West Coast territories for customer and team engagements. US Annualized OTE range: $323,000.00 – $485,000.00 with a 50/50 base/commission pay mix. This position may also be eligible for bonus, benefits, or related incentives. Compensation details reflect base salary only and do not include bonus, benefits, or related incentives. Zendesk believes in offering our people a fulfilling and inclusive experience. We maintain a hybrid work model that balances in‑office collaboration with remote flexibility. As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position in accordance with company guidelines and applicable law. Zendesk is an equal‑opportunity employer, and we foster global diversity, equity, and inclusion in the workplace. We consider applicants without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. Individuals seeking employment and employees at Zendesk are considered with respect to EEO rights under applicable law. If you are based in the United States and would like more information about your EEO rights, please click here. Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre‑employment testing, or otherwise participate in the employee selection process, please send an email to peopleandplaces@zendesk.com with your specific accommodation request.
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