Director, Strategic Enterprise Sales – Bay Area
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Job Description
Director of Strategic Enterprise Sales at Zendesk leading the Bay Area team. Focus on AI-driven sales strategies and revenue growth for Enterprise accounts
Responsibilities:
- 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.
Requirements:
- 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.
Benefits:
- Bonus
- Benefits
- Related incentives
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