Zendesk · 2 days ago
Director, Strategic Enterprise Sales (Bay Area)
California, United States
Full-time
Hybrid
Director/Executive
$323K/yr - $485K/yr
10+ years expZendesk is on a mission to power exceptional service for every person on the planet, and they are seeking a Director of Strategic Enterprise Sales to lead their Bay Area focused team. In this pivotal role, you will drive revenue and strategic expansion across complex Enterprise accounts while empowering a high-performing sales team to exceed revenue goals through AI-driven solutions.
Customer ServiceData ManagementEnterprise SoftwareSoftwareTechnical Support
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
Qualification
Required
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
An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth
Familiarity with key Sales tools such as Salesforce, Outreach, Clari, and AI-driven enablement technologies
Customer-facing travel required within the Bay Area and select West Coast territories
Benefits
May also be eligible for bonus, benefits, or related incentives
Hybrid way of working
Reasonable accommodations for applicants with disabilities and disabled veterans
Company
Zendesk
Zendesk develops a customizable customer service platform for organizations.
5001-10000 employees
H1B Sponsorship
Zendesk has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (50)
2024 (69)
2023 (37)
2022 (92)
2021 (93)
2020 (44)
Funding
Current Stage
Public CompanyTotal Funding
$85.5MKey Investors
RedpointMatrixBenchmark
2022-11-22Private Equity
2022-06-24Acquired
2019-09-18Grant
Leadership Team
Mikkel Asger Svane
CEO and Co-Founder
Adrian McDermott
Chief Technology Officer
Recent News
Index Ventures
2026-01-06
Small Business Trends
2026-01-04
Small Business Trends
2025-12-25
Company data provided by crunchbase