SMB Account Executive

5 months ago

Singapur, Singapore Zendesk Full time
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 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 2 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.

SMB アカウントエグゼクティブ 

Zendeskでは人材募集中です！当社では、モチベーションが高く自発的に行動し、コンサルティング的な営業手法を身に付け、優れた顧客満足度を提供し、高度なプレゼンテーションスキルを発揮する人材を求めています。当社のSMBアカウントエグゼクティブは、アウトバウンドとインバウンドのセールスパイプラインを一手に担い、膨大な顧客ベースにわたる既存の顧客アカウントに対して詳細情報を提供します。理想的には、応募者には優れた営業実績のある方で、ソフトウェア・SaaS経験者は尚可です。

職務内容

  • 月次の営業目標・パイプライン目標・収益目標を上回る

  • Zendesk製品の案内役として、見込み顧客や顧客に対しディスカバリーコール、プレゼンテーション、デモを実施する

  • アプローチのためのターゲット顧客リストを作成し自らアプローチしつつ、パイプラインの創出と案件の成約をする（自ら案件を獲得しにいくマインドが不可欠）

  • アウトバウンド活動を通じて、新規取引、アップセル、クロスセルのパイプラインを継続的に構築する

  • 多数の既存顧客に対応する

  • アカウントとの関係を構築・維持する

  • 顧客の声を代表し、顧客のニーズを理解し、顧客に優位性を提供する

  • ユースケースや購入の時間的枠組み、次の段階、Salesforceの予測など全ての機会と顧客の詳細を追跡する

必要条件

  • 大卒以上

  • 会話や文章によるコミュニケーション能力が高いこと

  • フルサイクルの営業経験3年以上。ソフトウェア・SaaS経験者優遇

  • アウトバウンド営業経験

  • アカウントエグゼクティブとBDR両方の経験歓迎

  • テクノロジーに対する強い情熱、ツールやプロセスを迅速に習得する能力

  • 常に数多くの機会に対応するマルチタスク能力を含む、卓越したオーガニゼーションスキル

  • 目まぐるしく変化する環境に適応して、迅速に行動し、戦略的に考える能力、戦術遂行能力に優れていること

  • ビジネスレベルの英語力（歓迎）

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.

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