- Pay
- $283–425k
- Where
- Remote, Minnesota, United States of America · Remote, Texas, United States of America · Remote, Massachusetts, United States of America · Remote, Mississippi, United States of America · Remote, Maryland, United States of America · Remote, South Carolina, United States of America · Remote, Oklahoma, United States of America · Remote, Ohio, United States of America · Remote, North Carolina, United States of America · Remote, New York, United States of America · Remote, New Jersey, United States of America · Remote, Wisconsin, United States of America · Remote
- Level
- Mid
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 that ambition by building AI-driven, intelligent CX solutions rooted in the belief that behind every interaction is an opportunity to make a meaningful human connection.
The Hunter AE creates and closes durable net-new business. The role turns priority prospects into customers through disciplined prospecting, consultative discovery, evidence-based value cases, executive selling, commercial judgment and a clean transition to the post-sale account team. It does not own installed-base expansion or post-sale commercial outcomes.
What you’ll be Doing
Create and maintain enough qualified net-new pipeline to meet or exceed quota through targeted outbound, inbound conversion, partner routes and disciplined territory planning.
Lead a repeatable prospecting-to-close process: discovery, qualification, value mapping, mutual action planning, business-case development, negotiation, contracting and close.
Translate customer business priorities, service-operation challenges and transformation goals into a credible Zendesk platform and AI value proposition.
Build executive and multi-threaded alignment across business, technology, security, finance, procurement and the economic buying committee.
Own commercial strategy, deal progression and negotiation within approved guardrails; protect customer value and delivery credibility.
Orchestrate Solution Engineers, Product Specialists, Marketing, SDR/BDR partners, ecosystem partners and leadership to improve win probability.
Maintain accurate CRM data, pipeline health, forecast discipline and early risk visibility; make decisions based on evidence rather than optimism.
Document customer goals, stakeholders, use cases, commitments and success conditions for a clean handoff; return market, competitor and buyer insight to improve the go-to-market motion.
What you Bring to the Role
Day one: a genuine new-business orientation, targeted prospecting discipline and ability to create qualified demand—not simply work inbound leads.
Day one: consultative discovery that uncovers business problems, urgency, stakeholders, decision criteria and measurable outcomes before positioning product.
Day one: executive and multi-threaded selling that earns trust with business, technical, financial, security and procurement stakeholders.
Day one: commercial acumen to build ROI narratives, manage deal economics, negotiate thoughtfully and qualify out when the fit is not credible.
Day one: CRM, forecast and operating discipline; the ability to inspect facts, surface risk early and maintain mutual accountability.
Developable: deeper Zendesk platform, AI and service-operations fluency; more advanced industry narratives, partner-led selling and complex deal strategy.
Differentiating: the ability to shape the customer's problem, create demand where none exists and mobilize a buying committee without overselling.
Scarce: repeated success closing large, complex net-new deals with executive access, competitive strategy and strong business-case construction.
Experience and Qualifications
Experience range: Typically 8–12 years of related experience (Job Architecture baseline).
Relevant background: demonstrated capability in complex B2B SaaS new-business selling, value-based discovery and commercial deal ownership.
Customer impact: demonstrated ownership of outcomes, not only activity; evidence should show decision quality, follow-through and measurable customer or commercial impact.
Commercial proof: evidence of prospecting discipline, quota attainment or equivalent growth results, executive engagement and complex deal judgment.
AI and platform fluency: ability to discuss AI, automation, service operations and platform value credibly and know when specialist depth is required.
Education: no specific credential is required where equivalent demonstrated experience, capability and track record are…