Senior Manager, Enterprise Sales
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.
We are seeking an experienced Sales Manager with a growth and ownership mindset to join our team. This pivotal role will help boost our Enterprise presence by leading a high performing sales team. We need a Sales leader with demonstrated success in B2B sales and leadership, who can steer an ambitious sales team focused on acquiring new logos and maximizing revenue through cross-selling and upselling to existing customers.
The ideal candidate will have a minimum of 10 years of B2B sales or solution engineering experience, including 5 years in sales management, and will play a key role in ensuring the achievement of our significant revenue growth targets in a fast-paced and dynamic market.
What You’ll Be Doing:
* Hire, coach, and lead a high-performing Enterprise sales team, motivating and empowering them to consistently meet and exceed quota.
* Drive the team to sales growth through implementing new business opportunities and upsell/cross-sell strategies.
* Drive and coach team through complex sales cycles, large, multi-product deals, and layered decision making.
* Regularly analyze sales activities, helping the team understand and leverage buying trends and patterns in the Enterprise market space.
* Conduct quarterly territory plan reviews providing strategic guidance and actionable tactics to increase our market share in the Enterprise sector.
* Conduct weekly forecast meetings, mentoring direct reports on strategies to drive deals to closure, report accurately on progress and challenges to senior leadership.
* Review top account plans quarterly, providing strategic recommendations leading to revenue growth.
* Lead overall sales process and drive accountability to KPIs and sales stages.
* Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and proactively learning industry trends.
* Deliver QBR presentations to executives and redefine strategy based on needs and future goals.
* Engage C-level executives, including onsite visits.
What You Bring to the Role:
* BA/BS degree or equivalent experience required.
* 10+ years of software sales experience, including 5+ years Enterprise sales management experience, preferably in the SaaS industry.
* Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President’s club membership is a plus.
* Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
* Familiarity with value selling with experience running deal reviews through MEDDPICC.
* Ability to forecast accurately and drive pipeline development and management.
* Skilled at negotiating high value ARR opportunities.
* Excellent presentation and listening skills.
* Results-driven, self-directed with a passion for success.
* Ability to establish relationships with C-suite internally and externally.
* Accomplished in attracting, hiring and training new Account Executives.
* An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
* Familiarity with key Sales tools such as Salesforce, Outreach, and Clari.
* Customer facing travel required.
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.
Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace.
About Us
Zendesk is on a mission to simplify the complexity of business and make it easy for companies and customers to create connections.
Our customer experience software unlocks the power of billions of interactions, enabling businesses to build rich, meaningful relationships with their customers.
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