Job Description

Position Summary

The Account Executive (AE) is responsible for driving revenue growth within an assigned territory by owning, shaping, and leading the customer's end-to-end decision-making process.

This role goes beyond relationship-building and focuses on influencing executive-level decisions and delivering predictable, repeatable results.

Key Responsibilities

Achieve quarterly and annual revenue targets
Build and maintain a high-quality pipeline with identified decision-makers, budget, and timeline
Maintain accurate and honest sales forecasts (Best Case / Commit)
Proactively qualify and disqualify opportunities to focus on winnable deals

Deal Strategy & Decision Enablement

Identify Economic Buyers and map the customer's decision-making process
Discover and articulate business and operational challenges and quantify their impact
Clearly define customer ROI and business value
Lead internal-selling support, including executive-ready materials and quantified business cases

Closing & Negotiation

Position the solution against competitors, alternatives, and the status quo
Lead pricing, contract, and commercial negotiations
Address legal, procurement, and security requirements early in the sales cycle
Execute high-confidence closes within the quarter

Internal Collaboration & Resource Orchestration

Partner effectively with SDRs, Sales Engineers, and Customer Success Managers
Leverage sales leadership and executives strategically in key opportunities
Collaborate with HQ, APAC, and cross-functional teams (Product specialist, Rev Ops, Legal, Finance, Security, Procurement, etc.)

Continuous Improvement & Sales Discipline

Analyze wins and losses to identify repeatable success patterns
Apply structured sales frameworks (e.g., MEDDPICC)
Maintain accurate CRM hygiene and use data to drive improvement

Required Qualifications

Experience & Skills

Proven experience in B2B software or SaaS sales
Track record of closing mid-to-large, multi-stakeholder deals
Experience selling to executive-level stakeholders (CxO, VP, Director)
Strong pipeline and forecast management experience
Business-level English proficiency is a plus (reading, writing, meeting comprehension)

Core Competencies

Data-driven and fact-based decision making with empathy
Ability to challenge customers constructively and deliver difficult truths
High resilience and openness to direct feedback
Comfort operating in fast-changing and ambiguous environments
Strong ownership and accountability for results

Not a Fit If You…

Prioritize relationship-building over decision-making progress
Avoid direct engagement with economic buyers
Consistently maintain overly optimistic forecasts
Attribute missed targets primarily to external factors
Seek recognition for effort rather than outcomes

Success Metrics

Quarterly and annual quota attainment
Forecast accuracy
Win rate and average deal size
Sales cycle duration
Overall pipeline health

Why This Role Matters

This role is designed for professionals who strive to be more than "top sellers."

We are looking for Account Executives who create predictable outcomes through disciplined deal execution and repeatable sales strategies.

職務概要

アカウント・エグゼクティブ(AE)は、担当テリトリーの売上成長を牽引し、顧客の意思決定プロセスを把握、コントロールし、リードします。

本職務は関係構築にとどまらず、経営層の意思決定を能動的にドライブし、規律ある実行によって予測可能で再現性のある成果を実現します。

主な職務内容

パイプライン管理と売上責任

四半期および年間の売上目標を達成する
意思決定者との関係を築き、予算とタイムラインを踏まえて高品質なパイプラインを構築・維持する
正確かつ根拠のある売上予測(ベストケース・コミット)を行う
確度の高い案件にフォーカスし、商談の適否を主体的に判断する

ディール戦略と意思決定支援

決済権限者(エコノミックバイヤー)を特定し、顧客の意思決定プロセスを可視化する
ビジネス上の課題と運用上の課題を整理し、その影響を定量化して示す
顧客のROI(投資対効果)とビジネスへの付加価値を明確に示す
社内の関係者を巻き込み、顧客の経営層に求められるエグゼクティブ向け資料と定量的なビジネスケースを整備する

クロージングと交渉

競合・代替案・現状維持と様々な可能性を比較し、ソリューションを明確に示す
価格、契約、条件の交渉を主導する
セールスサイクルの早期段階で法務・調達・セキュリティ要件に対応する
四半期内に、確度高くクロージングする

内部連携とリソース調整

SDR、セールスエンジニア、カスタマーサクセスマネージャーと効果的に連携する
重要案件で営業リーダーや経営陣を戦略的に活用する
本社、APAC、他部門(製品、法務、財務、セキュリティ、調達)と連携する

営業プロセスの徹底と継続的改善

成約と失注を分析し、再現可能な成功パターンを見極める

構造化された営業フレームワーク(例:
MEDDPICC)を適用する

正確なCRM管理を徹底し、データに基づく改善を進める

必須資格

経験・スキル

B2BソフトウェアまたはSaaS営業の経験と実績
中〜大規模で複数のステークホルダーを伴う案件の成約実績
経営層(CxO、VP、Director)への営業経験
パイプラインとフォーキャストの管理経験
ビジネスレベルの英語力は歓迎(読解、文書作成、会議理解)

中核的コンピテンシー

データおよび事実に基づく意思決定
相手に配慮しつつ、合意に向け経営課題に踏み込み、改善へ導くコミュニケーション力
高いレジリエンスと、様々なフィードバックを受け入れる姿勢
変化の多い環境で安定してパフォーマンスを発揮する力
結果に責任を持ち、説明責任を果たす力

この職種に該当しないプロファイル

意思決定を後回しにし、過度に人間関係の構築を優先する
決済権限者(エコノミックバイヤー)との直接的な交渉や対話を避ける
根拠に乏しい、過度に楽観的な見通しや予測をする
目標未達の主な原因を、常に外部環境や他者に求める傾向がある
実際の成果よりも、過程の努力のみを評価されたいと望む

業績評価指標

四半期および年間の目標達成率
予測精度(フォーキャストの正確性)
成約率と平均取引額
セールスサイクルの期間
パイプライン全体の健全性(量と質)

このポジションへご応募いただく方へ

Zendesk社のアカウント・エグゼクティブ(AE)職には、「トップセールス」にとどまらず、新たな案件発掘からクロージングまで、再現性の高い戦略を組み合わせ、「出来ない理由を考えるよりもどうしたら出来るのかをチームで考え実行することが出来る」人材を求めています。また弊社ではICONIC(以下注釈参照)と呼ばれる行動指針を掲げてビジネスを推進しています、このような理念を追い求め、ご自身のキャリアの成長を感じられる職場で是非一緒に働いてみませんか?


注:

ICONIC :
Innovate /Collaborate/Operate/Navigate/Inspire/Champion-Customer

革新し挑戦することで変革を導く/境界線を超えて協働し信頼を得る/課題解決と意思決定、権限委譲と成果管理/目標を明確に伝え、組織を成功に導く/情熱を示し高い成果を出せるチームを作る/共感からはじめ、顧客の成功を第一に実現する

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 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 with your specific accommodation request.

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