Senior Manager, Enterprise Account Executive

Job Description

Zendesk is growing and looking for an expert, Senior Enterprise Sales Manager who adheres to a solution and value-driven sales approach and has experience managing hard-working, high-performing SaaS teams. You possess strong sales leadership experience (specifically with leading an Enterprise field sales team), as well as deep knowledge of sales cycles likely from your experience as a top individual performer. This person will play a key role in leading a highly visible and motivated sales team that focuses on Enterprise accounts (1,000+ employees) and prospects.

Responsibilities:

• Demonstrate  strong operational rigor and discipline in managing a field sales team working Enterprise-level accounts

• Provide team leadership, vision, and direction.  Bring your own identity and build your own inclusive, high-performing culture. Clearly communicate expectations to team members and demonstrate methodology for holding individuals accountable.

• Ongoing mentoring and development of the sales team: includes recruiting, onboarding, and training new Enterprise Account Executives.

• Engaging at C-level in enterprise customer organizations, to include customer onsite visits.

• Supporting direct reports by participating in prospect meetings and engaging other corporate resources as required.

• Conducting weekly forecast meetings. Mentoring direct reports on strategies to drive closure. Reporting accurately to Senior Sales Management on progress/obstacles. Forecast accuracy within 5% each quarter

• Reporting on all aspects of the business to Senior Sales Management.

• Be accountable for the attainment of assigned new customer acquisition and financial performance targets.

• Working closely with other cross-functional teams; field marketing, outbound sales development to drive market awareness and build necessary pipeline for the sales team to achieve bookings targets.

• Coaching direct reports on strategies to drive sales wins.

• Consistent monitoring of the sales activity of the team, and tracking of results.

• Actively leading and monitoring demand generation activities.

• Leading initiatives to drive customer awareness and engagement.

• Develop and implement successful sales campaigns.

• Capable of optimally leading significant client customer concerns and issues.

• Develop required relationships and Executive engagement to support success.

• Knowledge and experience running deal reviews through MEDDPICC

 
Requirements:

• 10+ years of software sales experience in an individual contributor and management role, including 3-5+ years Enterprise sales management experience.

• You have a consistent track record of success, driving revenue expansion against quota and increased profitability in the software industry.

• Currently and successfully managing a team of Strategic/Enterprise Account Executives in a B2B software solution sales environment.

• Excellent presentation and listening skills.

• Results-driven, self-directed with a passion to succeed!

• Ability to attract, hire and train new Account Executives.

• CX Experience a huge advantage and plus!

The US annualized OTE (On Target Earnings) range for this position is $290,000.00-$434,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

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