SMB Account Executive

Job Description

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 high-energy SMB Account Executive with a strong hunter mentality and a proven track record in B2B sales. In this role, you will be responsible for acquiring net-new customers, driving pipeline creation, and closing deals of varying sizes. While hunting will be your primary focus, you will also own and manage a book of business, ensuring cross-sell, upsell, and ongoing customer success within your accounts.

You excel at identifying opportunities, building relationships from scratch, and driving revenue growth through both new business acquisition and strategic account expansion.

What You'll Be Doing

• Drive top-line revenue growth with a strong focus on acquiring new customers, proactively hunting for new opportunities across your territory.

• Manage and develop an assigned book of business, ensuring high satisfaction, retention, and continuous expansion.

• Consistently identify and pursue cross-sell and upsell opportunities to grow existing accounts and maximize overall account value.

• Use data insights, customer intent signals, and adoption metrics to target new prospects and strengthen customer retention strategies.

• Deeply understand and communicate the business impact of Zendesk solutions, aligning them with customer objectives to support successful outcomes.

• Lead competitive sales cycles using strong communication, discovery, and value-selling methodologies.

• Build and maintain a strong pipeline of qualified opportunities, accurately tracking activity and progress in Salesforce.

• Provide accurate weekly, monthly, and quarterly forecasts, consistently meeting and exceeding revenue targets.

• Collaborate with internal teams to sharpen territory strategy and optimize the sales motion.

• Maintain high levels of prospecting activity, consistently meeting or exceeding weekly and monthly pipeline-generation KPIs.

What You Bring to the Role

• BA/BS degree or equivalent experience required.

• Minimum 2 years of B2B sales or solution engineering experience, ideally in SaaS, with a proven record of overachievement in net-new acquisition.

• Demonstrated ability to build and grow customer relationships at multiple levels.

• Strong prospecting, research, cold outreach, and territory development skills.

• Excellent presentation, negotiation, and closing abilities.

• Entrepreneurial spirit with a hunter mindset, strong collaboration skills, and a drive for continuous growth.

• Understanding of industry trends and the ability to engage key decision makers.

• Outstanding organizational skills with the ability to manage high volumes of opportunities across both new business and existing accounts.

• Experience building and executing effective territory and account plans.

• Familiarity with key sales tools such as Salesforce, Groove, and Clari.

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.