Senior SMB Account Executive
Ultimate.ai
Job Description
職務内容
Zendeskへようこそ。当社は「すべての人に卓越したサービスを提供する」という使命のもと、日々進化を続けています。すべてのやり取りの裏には、人と人とのつながりを生むチャンスがあると信じ、そんな信念に根差した製品を開発しています。
このビジョンの実現に向けて、SaaS分野での成長を推進する情熱を持ち、B2Bセールスにおいて実績のある、献身的なSMBアカウント・エグゼクティブを募集しています。このポジションでは、新たなビジネスチャンスの発掘と大小さまざまな規模の契約締結を通じて、SMBアカウントの拡大に取り組んでいただきます。
幅広い関係構築と維持、他部門との連携に長けた方を求めています。顧客の目標に沿った革新的なソリューションを提案し、Zendeskの価値を高めながら売上成長を推進していただきます。
主な業務内容
新規顧客の獲得およびアカウント拡大戦略の策定を通じて、売上の最大化を図る
顧客との関係を構築・維持し、高い満足度と継続率を確保する
既存顧客へのクロスセルを積極的に行い、アカウント収益性の最適化を目指す
データインサイト、顧客の意図、利用履歴を活用し、見込み顧客の開拓や既存顧客の維持戦略を強化
Zendesk製品の価値を理解し、それを顧客のビジネス目標と結びつけて提案
強力なコミュニケーションスキルと価値訴求により、競争の激しいセールスサイクルをリード
Salesforceを活用し、正確な営業パイプラインの管理と案件状況の追跡
週次・月次・四半期ごとの正確な売上予測を提出し、売上目標を上回る成果を達成
社内チームと連携し、営業戦略の改善と実行の効率化を図る
週次・月次の活動量およびパイプラインKPIを達成または超過
求められる経験・スキル
学士号または同等の経験必須
B2Bセールスまたはソリューションエンジニアリングの経験が3年以上（SaaS業界経験者優遇）
優れた営業経験、提案力
優れたプレゼンテーション能力、交渉力、契約締結スキル
アカウント調査、リード開拓、顧客アプローチにおける高いスキル
起業家的マインドセット、優れたチーム協働力、継続的な成長への意欲
業界トレンドへの理解と意思決定者との関係構築能力
優れた組織力とマルチタスク能力、大量の案件を同時に管理できる能力
テリトリープラン（地域別戦略）の作成と活用経験
Salesforce、Outreach、Clari などの主要な営業ツールの使用経験
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 dedicated Senior SMB Account Executive with a proven track record in B2B sales and a passion for driving growth in the SaaS landscape. In this role, you’ll be growing our SMB account base by hunting for new opportunities and closing deals of varying sizes. You are skilled in building and maintaining broad relationships, and working cross-functionally. Your focus will be on revenue growth by building relationships and introducing innovative solutions to customers, deepening Zendesk's impact by aligning to our customers’ goals.
What You'll Be Doing
Drive top-line revenue growth by acquiring new customers and developing strategies for account expansion.
Manage and nurture customer relationships ensuring high satisfaction and retention levels.
Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.
Use data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies.
Understand and convey the benefits of Zendesk products, aligning them with customers’ business objectives to ensure customer satisfaction and product expansion.
Lead competitive sales cycles utilizing strong communication skills and value selling to articulate compelling business cases.
Consistently develop a robust pipeline of qualified opportunities accurately tracking details and sales stages in Salesforce.
Provide accurate weekly, monthly, and quarterly forecasts, and exceed quarterly and annual revenue goals.
Collaborate with internal teams to enhance sales strategies and streamline sales execution.
Exceed weekly and monthly activity and pipeline KPIs.
What You Bring To The Role
BA/BS degree or equivalent experience required.
At least 3 years of B2B sales or solution engineering experience, preferably in the SaaS industry with a proven record of exceeding sales targets.
Experience in managing and expanding customer relationships at various levels.
Strong presentation, negotiation, and deal closing skills.
Strong account research, prospecting, and customer outreach skills.
An entrepreneurial spirit, strong collaboration skills, and a drive for continuous professional growth.
Knowledge of industry trends and the ability to build relationships with key decision makers.
Outstanding organizational and multi-tasking skills with the ability to handle high volumes of opportunities simultaneously.
Experience creating and leveraging territory plans.
Familiarity with key Sales tools such as Salesforce, Outreach, and Clari.
#LI-ESKD
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.
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.