Regional Vice President, Strategic Enterprise Sales

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 our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection. 

Zendesk is looking for an experienced, high-energy, Sales Regional Vice President with a consistent record in SaaS and adheres to a solution/value-driven sales approach. This position will focus on our Strategic Accounts in North America.

The ideal candidate will have a minimum of 10 years of B2B Enterprise sales experience, including 5 years in sales management with 2nd or 3rd line experience, and will play a key role in ensuring the achievement of our significant revenue growth targets in a fast-paced and dynamic market.  

  
What You’ll Be Doing:

• Hire, coach, and lead a high-performing team of Strategic Account Executives and people Manager(s).

• Execute a regional sales strategy for our Strategic Accounts group, across multiple verticals with a focus on new business, while also further expanding our active customer book of business.

• Up-level the team's approach to cross-selling, complex deal navigation, and layered decision making.

• Conduct quarterly territory plan reviews providing strategic guidance and actionable tactics to increase our market share in the Enterprise segment.

• Conduct weekly forecast meetings, mentoring direct reports on strategies to drive deals to closure, report accurately on progress and challenges to senior leadership.

• Review top account plans quarterly, providing strategic recommendations   leading to revenue growth.

• Lead overall sales process and drive accountability to KPIs and sales stages.  

• Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and proactively learning industry trends.

• Deliver QBR presentations to executives and redefine strategy based on needs and future goals.

• Engage C-level executives, including onsite visits.

 
We hope you’ll decide to build a career as a Zendesk sales leader for the long term.  We use the following leadership criteria - applied to key sales activities - to assess, reward and promote sales leadership. 

Innovate: build your sales team to think creatively and adapt quickly to new ways of working.  Adjust to the changing needs of your customers, your market and our CX/EX product portfolio.

Collaborate: work with your peers and partners across Zendesk to identify priorities, share customer data and proactively seek to improve our ability to deliver value to our customers. 

Operate: know your business, know your customers, know your tools and know your data. Fill your funnel, track your opportunities and convert.  Be prescriptive and focused to minimize the number of variables between your customers and their outcomes.

Navigate: Study the future of our industry and the emerging needs of your customers.  Coach and develop your team to be ready for the future and coach to convert today’s opportunities. 

Inspire: Use your unique insights and voice to move people into action.  We are creating the future of CX and EX.

Champion: Build relationships with your customers to proactively sense and respond to their business needs.  Help everyone at Zendesk connect emotionally with our customers and put their best work into solving their needs.

What You Bring to the Role:

• BA/BS degree or equivalent experience required.

• 10+ years of software sales experience, including 5+ years Enterprise sales management experience, preferably in the SaaS industry.

• 2nd or 3rd line leadership experience

• Strong, consistent track record of achieving targets & quota achievement

• Skilled at negotiating high value ARR opportunities (+$1M ARR) with proven track record of Exec/C-suite access building.

• Excellent presentation and listening skills.

• Results-driven, self-directed with a passion for success.

• Ability to establish relationships with C-suite internally and externally .

• Accomplished in attracting, hiring and training new Account Executives and front-line Managers.

• An entrepreneurial spirit, strong collaboration skills, and a drive for continuous  professional growth.

• Customer facing travel required.

The US annualized OTE (On Target Earnings) range for this position is $290,000.00-$434,000