Director, Strategic Enterprise Sales (Bay Area)

Job Description

Join us at Zendesk where were on a mission to power exceptional service for every person on the planet. Were accelerating our ambition by building intelligent AI-driven solutions that connect people and businesses in more meaningful ways.

Were seeking an accomplished and dynamic Director of Strategic Enterprise Sales with a growth mindset and a passion for innovation to lead our Bay Area focused this pivotal role youll drive revenue and strategic expansion across our most complex Enterprise accounts. Shaping Zendesks next chapter and empowering customers to transform their CX and EX through cutting-edge AI and automation.

As a strategic sales leader youll inspire a high-performing team build trusted C-suite relationships and accelerate growth through data-driven AI-enabled sales strategies. Leveraging your deep connections within the Bay Area technology landscape and expertise in Enterprise SaaS and AI solutions. Youll strengthen partnerships with some of the regions most forward-thinking companies. If you thrive in fast-paced environments and are driven by the opportunity to help customers unlock the power of AI-driven CX innovation we want to hear from you.

What Youll Be Doing:

• Hire coach and lead a high-performing Bay Area based Strategic Enterprise Sales team empowering and motivating them to consistently exceed revenue and empowering them to consistently meet and exceed quota.

• 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 AI-focused solution selling and upsell/cross-sell strategies.

• 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 Zendesks 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 Zendesks 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.

We hope youll decide to build a career as a Zendesk sales leader for the long term. We use the following leadership criteria applied to key sales activities to assess reward and promote sales leadership.

Innovate: Build a sales organization that embraces creativity and leverages emerging AI and automation technologies to adapt quickly to new customer and market dynamics.

Collaborate: Partner across Zendesk and the Bay Area technology ecosystem to identify shared priorities exchange insights and enhance our ability to deliver differentiated AI-driven customer experiences.

Operate: Know your business your customers your tools and your data. Fill the funnel qualify with precision and convert efficiently. Minimizing obstacles between your customers and their success.

Navigate: Stay ahead of industry shifts AI advancements and emerging Enterprise customer needs. Coach your team to balance near-term execution with long-term strategic positioning.

Inspire: Use your expertise and vision to energize your team and customers. Help shape the future of AI-powered CX and EX through influence and example.

Champion: Build authentic relationships with customers proactively identifying opportunities to drive innovation and business impact. Foster a culture at Zendesk that connects emotionally and strategically with customer outcomes.

What You Bring to the Role:

• 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; Presidents 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 Zendesks 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.

LI-LM5

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 were 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 with your specific accommodation request.