Account Executive, Enterprise - Expansion

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™️ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 160+ public exchanges globally and thousands of private exchanges at the edge, the SASE-based Zero Trust Exchange is the world's largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world's hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

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.

• 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

• 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
• 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

• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!