Director, Commercial

Director, Commercial At Zendesk, we turn every customer interaction into a meaningful connection, powered by world‑class AI, data, and the latest cloud technologies. As a global SaaS innovator shaping the future of customer experience (CX), we are redefining how leading brands engage, support, and exceed their customers’ expectations. What you’ll lead & deliver Strategic Growth: Shape and execute a high velocity sales strategy that expands Zendesk’s market share and accelerates ARR growth across Spanish‑speaking LATAM and the Caribbean. Tech & AI‑powered Sales Excellence: Harness the latest AI capabilities and cutting‑edge sales technology (Salesforce, Outreach, Clari, Gong, etc.) to optimize team performance, pipeline velocity, and customer engagement. Core Team Leadership: Recruit, mentor, and lead a diverse, high performing hybrid team, with a primary focus on Commercial Sales. While also driving results within the Territory Sales team dedicated to hunting and developing new business across untapped markets. Operational Rigor: Set and exceed aggressive sales targets, forecast with precision, and rigorously manage sales pipelines. Embed best practices such as MEDDPICC and utilize AI analytics to drive excellence across processes and outcomes. Complex Sales & Partnerships: Lead your teams through sophisticated, multi‑product, and multi‑stakeholder deals. Maintain executive relationships with top accounts and operate as a trusted strategic partner in the region. Cross‑Functional Collaboration: Partner closely with Marketing, Customer Success, Solutions Engineering, and Product teams to ensure a unified, best‑in‑class go‑to‑market strategy. Market Insights & Representation: Stay ahead of industry trends, deliver quarterly business reviews, and provide regular insights and strategic updates to Zendesk executive leadership. What you bring 10+ years in B2B/Enterprise SaaS sales, including 5+ years in commercial sales management. Demonstrated success leading high performing sales teams in fast‑paced, competitive environments. SaaS industry experience with top CX/CRM brands (such as Salesforce, ServiceNow, Genesys) strongly preferred. Consistent track record of exceeding sales targets; President’s Club or equivalent recognition is a plus. Demonstrated proficiency navigating complex, multi‑stakeholder sales cycles and value‑based selling methodologies. Mastery of AI‑powered and cloud sales tools (Salesforce CRM, Outreach, Clari, Gong, etc.) and ability to leverage analytics for coaching, strategy, and business growth. Talent magnet and people developer. Skilled in building, inspiring, and retaining world‑class, diverse sales teams. Possesses a coaching mindset and a passion for professional development at all levels. Executive‑level presence, with the ability to establish trust with C‑suite customers and internal leadership alike. Clear, motivating, and persuasive in both Spanish and English; Portuguese is a strong plus. Entrepreneurial, innovative, resilient, and customer‑obsessed; thrives in environments of rapid change and high stakes. Willing and able to travel. Why Zendesk? At Zendesk, you’ll do the best work of your career in a culture that celebrates innovation, velocity, and real impact. You will have the opportunity to shape and grow a critical market, leveraging best‑in‑class technology and collaborating with some of the brightest minds in SaaS. We offer competitive compensation, equity, and benefits and the chance to leave your mark on the future of CX and AI‑driven customer engagement in LATAM. We are proud of our commitment to fairness and transparency. 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. Location Anyone hired into this position must be physically located in and plan to work from Mexico City (CDMX) or Mexico State (Estado de Mexico). Equal Employment Opportunity Zendesk believes in offering our people an inclusive experience. 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 peopleandplaces@zendesk.com with your specific accommodation request. #J-18808-Ljbffr