Director, Strategic Enterprise Sales – Bay Area

🕒 December 18, 2025

🏄 California – Remote

🏄 California – Remote

💵 $323k - $485k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Zendesk

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2007

☁️ SaaS

🤝 B2B

💰 Grant on 2019-09

SaaS • B2B • Customer Support

Zendesk is a company that provides a comprehensive suite of customer service and sales solutions. Their offerings include messaging, live chat, AI-driven automation, data privacy and protection, and an agent workspace, all designed to enhance customer experience and support operations. Their platform is designed to be flexible and scalable, catering to businesses of all sizes, including small enterprises, startups, and large corporations. Zendesk emphasizes the importance of integrated workflows and personalized customer interactions, leveraging customer data and AI to improve service efficiency. Additionally, they provide professional services, resources for training, and a strong emphasis on diversity, inclusion, and sustainability.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Bonus • Benefits • Related incentives