Principal GTM Sales Strategy

Job Description

The Principal/ Senior Sales Strategy Lead role will focus on Sales Strategy & Programs using a mix of market intelligence modeling and analytics to develop deep business insights in support of Zendesks go to market (GTM) organization and leadership.

The lead will be part of an impactful team chartered with driving strategy and supporting GTM programs including data analysis setting financial goals and actively informing deviation and potential investments to support business decisions that improve revenue and profitability. This role requires a strong analytical approach with the ability to also assess cross company program support effectiveness and provide sound strategic advice plus practical forward looking operational insight for senior executives.

The Senior Sales Strategy Lead will gain experience in key functional areas such as strategy sales marketing customer experience finance and analytics. The Principal/Senior Sales Strategy Lead is currently an individual contributor role and will report to the Sr. Director of GTM Sales Strategy.

The successful candidate will have a steadfast curiosity and possess a passion for creating innovative strategies and a deep analytical framework to gather market share and monetize Zendesk products. Moreover they will excel at developing recommendations that transcend the numbers with high initiative and strong leadership drive in pursuit of concrete outcomes. Candidates should be able to generate hypotheses independently analyze complex data and make strategic recommendations despite uncertainty and ambiguity.

Responsibilities:

• Work closely with sales leadership to develop and help drive Sales Strategy

• Lead analysis of business performance to identify future roadblocks and present strategic recommendations to GTM leadership for decision making and investment

• Lead cross-functional critical initiatives and link strategy to operations by partnering with key business partners including Product Marketing Product Strategy Sales Enablement Sales Ops and Sales

• Identify untapped market potential then develop and implement plans to capture it

• Work closely with sales ops to analyze and see opportunities for sales productivity improvement

• Should be able to lead TAM/SAM analysis Propensity Modeling account tiering market segmentation and HC planning

Desired Qualifications and Experience:

• 8-10 years of prior work experience in a sales strategy or strategic analytics type role

• Good understanding of software industry / SaaS sales and marketing models

• Experience in sales marketing or customer success is preferred

• Proficient in CRM and data analytics/modeling tools Working knowledge of SQL is preferred

• Exceptional problem solving skills: proven ability to lead multiple priorities structure complex problems perform deep analytics derive business insights/scenarios and develop solutions

• Demonstrated ability to optimally prioritize and deliver results in an impactful sales environment

• Highly collaborative teammate who can independently work cross-functionally and build trusted peer relationships across the company with internal counterparts

• Education preference-Bachelors in Quantitative branch (Engg Math Statistics) preferably with MBA/MS in Business/finance/accounting.

Where We Work

Zendesk is not your average tech company. We have all the stuff youd expect - competitive pay benefits appealing offices snacks and more. We also have a culture deeply dedicated to enabling conversations and providing appreciative support. We help our staff keep work-life balance from flexible hours to remote work to the most dynamic parental leave plans on the market. Our Social Impact team is actively engaged in our community and enables us to invest thousands of hours with local community groups each year. We invest in diversity and inclusion so that our team reflects the diversity of the world around us. We have a whole crew dedicated to ensuring our workplace experience is top notch and welcoming for all.

Hybrid: In this role our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection collaboration learning and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

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.