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.
In pursuit of this vision, we are seeking a dedicated SMB Account Executive with a proven track record in B2B sales and a passion for driving growth in the SaaS landscape. In this role, you’ll be growing our SMB account base by hunting for new opportunities and closing deals of varying sizes. You are skilled in building and maintaining broad relationships, and working cross-functionally. Your focus will be on revenue growth by building relationships and introducing innovative solutions to customers, deepening Zendesk's impact by aligning to our customers’ goals.
What You'll Be Doing:
- Drive top-line revenue growth by acquiring new customers and developing strategies for account expansion.
- Manage and nurture customer relationships ensuring high satisfaction and retention levels.
- Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
- Use data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies.
- Understand and convey the benefits of Zendesk products, aligning them with customers’ business objectives to ensure customer satisfaction and product expansion.
- Lead competitive sales cycles utilizing strong communication skills and value selling to articulate compelling business cases.
- Consistently develop a robust pipeline of qualified opportunities accurately tracking details and sales stages in Salesforce.
- Provide accurate weekly, monthly, and quarterly forecasts, and exceed quarterly and annual revenue goals.
- Collaborate with internal teams to enhance sales strategies and streamline sales execution.
- Exceed weekly and monthly activity and pipeline KPIs.
What You Bring to the Role:
- BA/BS degree or equivalent experience required.
- At least 2 years of B2B sales or solution engineering experience, preferably in the SaaS industry with a proven record of exceeding sales targets.
- Experience in managing and expanding customer relationships at various levels.
- Strong presentation, negotiation, and deal closing skills.
- Strong account research, prospecting, and customer outreach skills.
- An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
- Knowledge of industry trends and the ability to build relationships with key decision makers.
- Outstanding organizational and multi-tasking skills with the ability to handle high volumes of opportunities simultaneously.
- Experience creating and leveraging territory plans.
- Familiarity with key Sales tools such as Salesforce, and Clari.
Zendeskに参加しませんか。私たちは「世界中のすべての人に卓越したサービスを提供する」ことをミッションに、あらゆるやり取りの背後に人と人をつなぐ機会があると信じ、そうした考えに根ざした製品を加速的に開発しています。
このビジョン実現のため、B2Bセールスで実績があり、SaaS領域での成長推進に情熱を持つSMB（中小企業）アカウントエグゼクティブを募集します。本ポジションでは、新規機会の開拓と大小さまざまな案件の契約締結を通じてSMBのアカウント基盤を拡大していただきます。幅広い関係を構築・維持し、社内の他部門と連携して業務を進められる方を求めています。顧客との関係構築と革新的なソリューション提案を通じて収益成長に貢献し、顧客の目標に沿ってZendeskの影響力を深めてください。
主な業務内容（What You'll Be Doing）
- 新規顧客獲得およびアカウント拡大戦略の立案・実行を通じて、トップライン（売上）成長を推進する。
- 顧客関係を管理・育成し、高い満足度と顧客維持率を確保する。
- 既存顧客に対する追加プロダクト・サービスのクロスセル機会を積極的に特定・推進し、アカウント収益と収益性を最適化する。
- データインサイト、顧客の意図、導入履歴を活用して新規顧客の見込み探索やリテンション戦略を強化する。
- Zendesk製品の利点を理解し、顧客のビジネス目標に合わせて提案・伝達することで、顧客満足度と製品導入を促進する。
- 強力なコミュニケーション能力とバリューセリングを活用して競合の多い商談をリードし、説得力のあるビジネスケースを提示する。
- 常に質の高い見込み案件パイプラインを構築し、案件詳細と商談ステージをSalesforceで正確に管理する。
- 週次・月次・四半期ごとの正確な予測を提供し、四半期・年間の収益目標を達成（上回る）する。
- 社内チームと連携して営業戦略を改善し、営業実行の効率化を図る。
- 週次・月次の活動量およびパイプラインKPIを上回る成果を出す。
応募資格（What You Bring to the Role）
- 学士号（BA/BS）または同等の実務経験を有すること。
- B2B営業またはソリューションエンジニアリングの実務経験が最低2年以上。特にSaaS業界で営業目標を上回る実績があることが望ましい。
- 多層的（複数レベル）の顧客関係を管理・拡大した経験。
- プレゼンテーション、交渉、商談クロージングの高いスキル。
- アカウントリサーチ、新規開拓（プロスペクティング）、顧客アプローチのスキル。
- 起業家的な精神、強い協働力、継続的なプロフェッショナル成長への意欲。
- 業界動向に関する知識と、意思決定者との関係構築能力。
- 優れた組織力とマルチタスク能力を有し、多数の案件を同時に扱えること。
- テリトリープラン（担当エリア戦略）の作成・活用経験。
- Salesforce、Clariなど主要セールスツールに精通していること。
Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.
The intelligent heart of customer experience
Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.
Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.
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’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered 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. If you are based in the United States and would like more information about your EEO rights under the law, 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 e-mail to peopleandplaces@zendesk.com with your specific accommodation request.
Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.
The intelligent heart of customer experience
Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.
Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.
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’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered 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. If you are based in the United States and would like more information about your EEO rights under the law, 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 e-mail to peopleandplaces@zendesk.com with your specific accommodation request.