Senior Enterprise Account Executive – Indonesia Market

Position Overview

We are looking for an accomplished Senior Enterprise Account Executive with a distinguished record in B2B SaaS sales. This role is crafted for a skilled independent contributor known for penetrating new enterprise accounts, managing complex sales processes, and growing a lucrative portfolio. The role centers on full responsibility for the Enterprise market segment in Singapore, acting as the strategic lead in mapping the territory, fostering relationships with C-level executives, and deploying innovative cloud solutions aligned with overarching business strategies. Your remit includes both expanding our presence in existing major accounts and acquiring new clients to drive substantial, sustainable ARR growth.

Key Duties

• Achieve and surpass quarterly and annual revenue goals by aggressively acquiring new enterprise clients and expanding accounts in Indonesia.
• Lead complex, multi-stakeholder sales engagements, coordinating efforts with Solutions Engineers, Product Specialists, and Executive Sponsors to deliver compelling business cases and proofs of concept.
• Own your territory strategy fully, utilizing data-driven insights, industry connections, and advanced sales technologies to build and maintain a robust enterprise sales pipeline.
• Build and sustain deep executive-level sponsorship, developing trust with CIOs, CTOs, CFOs, and business leaders in top Indonesian corporations.
• Execute value-driven sales strategies during extended sales cycles, applying proven methodologies such as MEDDPICC to clearly demonstrate ROI and transformative business benefits.
• Identify opportunities for cross-selling and upselling based on account data, maximizing customer lifetime value and profitability.
• Maintain precise and data-informed sales forecasts and pipeline metrics to ensure reliable execution of sales targets.

Candidate Profile

• Possess a BA/BS degree or an equivalent level of experiential knowledge with 12 to 15 years of quota-driven enterprise SaaS sales experience, ideally within Customer Experience or rapidly growing enterprise platforms.
• Fluent in English and Bahasa Indonesia, with native-level proficiency to negotiate complex contracts and engage with senior Indonesian business leaders appropriately.
• Proven success in meeting and exceeding enterprise sales quotas, closing multi-year deals worth six to seven figures, and managing lengthy sales cycles ranging from 6 to over 12 months.
• Demonstrated capability to generate pipeline independently through proactive territory mapping and outbound efforts.
• Exceptional communication and negotiation skills, able to deliver compelling presentations both in-person and virtually.
• Strong mastery of institutional sales methodologies such as MEDDPICC, Challenger, or Customer-Centric Selling, and familiarity with modern sales technology stacks like Salesforce, Clari, and sales intelligence tools.
• Willingness to travel regularly to Jakarta to nurture face-to-face customer relationships and accelerate deal closure.

Additional Information

Zendesk creates technology that enhances customer service experiences globally. We promote a hybrid working model to foster collaboration while offering flexibility. We are committed to diversity, equity, and inclusion, considering all applicants without bias. We may employ AI to assist in application screening aligned with legal and company policies. Reasonable accommodations for individuals with disabilities or veterans are available upon request.