Account Executive, Enterprise - Expansion

Role
We are looking for an Account Executive, Enterprise Germany to join our team. This is a remote role, reporting to the Regional Director in the Enterprise department. In this role, you will drive the strategic expansion of an existing enterprise account portfolio by identifying and winning new use cases across Zscaler's Zero Trust platform — from cloud-native security to AI workload protection. You engage C-level and senior stakeholders through highly professional, structured sales engagements, turning current customers into broad platform adopters and long-term strategic partners. Operating within a clearly defined, metrics-driven sales process, you translate Zscaler's transformational technology into measurable business outcomes to scale that impact systematically.

What you'll do (Role Expectations)

• Own a defined portfolio of enterprise accounts (5000–40,000 employees), developing and executing multi-year account plans that drive platform adoption, revenue growth, and long-term strategic partnership across the full customer lifecycle
• Orchestrate tightly aligned, role-specific collaboration across Sales Engineering, Solution Architecture, Value Consulting, Transformation Architecture, Marketing, and BDRs — ensuring every customer interaction reflects a coherent, high-quality One-Team engagement throughout the entire sales cycle
• Drive disciplined, creative pipeline development on a weekly cadence — proactively identifying new use case opportunities within existing accounts through outbound initiatives, executive networking, and structured whitespace analysis, with clear, trackable pipeline metrics as the baseline for accountability
• Apply a structured, stage-gated sales methodology with clearly defined exit criteria per stage — ensuring maximum business predictability, crisp opportunity qualification, and full ownership of forecast integrity from early pipeline through close
• Lead meticulously prepared, insight-driven customer engagements that make Zscaler's platform value tangible and measurable — building deep executive relationships, co-creating joint growth plans, and positioning customers as committed, long-term platform partners

Who You Are (Success Profile)

• You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. true ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
• You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback-knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
• You are a learner. You have a true growth mindset and never stop developing yourself, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

What We're Looking for (Minimum Qualifications)

• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• At least 5 years of sales experience with a revenue quota, specifically selling to Enterprise accounts in Germany, with experience selling SaaS or enterprise software solutions
• History of a consistent track record of over-achievement and a strong understanding of how to leverage and scale through channel partnerships
• Demonstrated willingness to be coached and the discipline to follow a proven sales process from start to finish
• Bachelor's/Master’s degree in Business or a related field of study

What Will Make You Stand Out (Preferred Qualifications)

• Experience leveraging AI-driven customer intelligence tools or predictive sales analytics to identify expansion opportunities, conduct deep account research, and optimize territory management
• Proven ability to lead 'team sales' by effectively utilizing internal resources, partners, and team members to achieve success
• Experience selling security technology within complex multi-year contracts

#LI-Hybrid #LI-MM5

Zscaler’s salary ranges are benchmarked and determined by role and level. The range displayed on this job posting reflects the minimum and maximum target for new hire base salaries for this position across all Germany locations. Individual pay placement within this range is determined based on objective, gender-neutral criteria including job-related skills, relevant experience, and education or training. The base salary range listed for this full-time position excludes commission/bonus/equity (if applicable) and benefits.

Base Pay Range

€82.250

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€117.500 EUR