SMB Account Executive

$99,000 - $149,000/Yr

Zendesk - San Francisco, CA

Full-time - Entry Level

San Francisco, CA

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The SMB Account Executive at Zendesk is responsible for driving revenue growth by acquiring new customers and expanding existing accounts within the SMB segment. This role focuses on building and maintaining relationships, understanding customer needs, and aligning Zendesk's solutions with their business objectives. The position requires a proactive approach to sales, utilizing data insights and strong communication skills to articulate value propositions and close deals.

Responsibilities

• 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.

Requirements

• 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, Outreach, and Clari.

Benefits

• Competitive salary with a pay mix of 60/40 (base/commission).
• Eligibility for bonus, benefits, or related incentives.
• Flexible work environment with a hybrid model allowing remote work for part of the week.