Zendesk is growing and seeking a strategic high-performing Regional Vice President, with experience in leading and creating change, and responsible for leading sales efforts for the Mid-Market segment (1000-4999 employees) within the U.S. Eastern region. You will help build and strengthen high performance sales teams that drive sales of Zendesk's Customer Support platform which requires experience and expertise in building strategic customer relationships and navigating, negotiating, and closing deals with a wide range of sales cycles and deal sizes. As a validated second-line leader, you know how to hire top talented account executives and sales leaders with strategic selling experience in new business, as well as upsell and cross-sell within an existing customer install base while driving revenue results. Your transformational leadership will not only foster an environment of continuous improvement, but will also ensure a positive and accountable work culture. You will develop, manage, and coach your leadership team, while leading by example and providing the mentorship and direction needed to hit our ambitious targets and build a scalable and repeatable process of success within our teams. This is a rewarding yet demanding role that will allow the right individual to make a significant impact within our sales organization!
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Responsibilities:
- Embody our ICONIC leadership framework to lead an outstanding sales organization.
- Execute sales strategy across multiple verticals in 1000-4999 employee companies
- Lead, recruit and retain a growing organization of experienced Sales Leaders and high-performing Account Executives
- Train, mentor and motivate the sales team
- Cultivate collaboration within the team and encourage continuous learning while holding the team accountable to customer and business impacts and out comes
- Help drive complex deal transactions and negotiations
- Set and execute an aggressive customer acquisition strategy
- Maintain and nurture key customer relationships to ensure customer satisfaction and develop and implement strategies for expansion and product growth
- Provide detailed and accurate sales forecasting
- Lead overall sales process, set and drive accountability to activity metrics for sales funnel management
- Collaborate with marketing, SDR's, pre-sales, sales ops, professional services, sales acceleration and customer success teams to align go-to market strategies and execution
- Plan and manage at both the strategic and operational levels
- Drive accountability to sales success
Requirements:
- 10+ years in software/SaaS (ideally in a CX, CRM, ERP and/or B2B SW company)
- 5+ years of sales leadership experience within software/SaaS organizations
- 2nd or 3rd line sales leadership experience
- Experience leading teams selling to mid-sized accounts & closing deals from <$12K ARR to $1M+ sized agreements
- Experience navigating legal, security, and procurement organizations
- Proven relationships with key partners in the Mid-Market business segment
- Experience selling to both commercial and Public Sector/government accounts is a plus
- Strong operational and analytical abilities
- Experience selling cloud-based applications (strongly preferred)
- In depth knowledge of selling strategies and methods including value selling, "solution" or "customer-centric" selling (Force-Management Methodology/MEDDPICC a plus)
- Excellent leadership, presentation, interpersonal and customer service skills
- Ability to hire and develop new Sales Leadership
- Ability to provide and drive accurate forecasting, pipeline development and management which aligns to our sales process framework
- Must be analytical and metrics driven through all stages of the sales cycle
- Skillful at analyzing data and identifying trends to make data-driven decisions
- Ability to travel for customer onsite visits and leadership meetings
- BA/BS degree required
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.
The US annualized OTE (On Target Earnings) range for this position is $347,000.00-$521,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.
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. We advocate for digital first customer experiences-and we stick with it in our workplace. Over 5,000 employees worldwide are collaborating from kitchen tables, home offices, coworking spaces, and Zendesk workspaces to make one team.
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 peopleandplaces@zendesk.com with your specific accommodation request.