Account Executive, Commercial Sales

Job Description

Commercial Account Executive | Confidential Employer

The Tone:
This is a hybrid role at Zscaler, located in the NORDIC region, specifically focused on the Norwegian territory. Zscaler builds an AI-native enterprise, pioneering security transformation by amplifying human potential with machine intelligence to solve challenging security problems. This role is crucial for accelerating digital transformation for customers, protecting them from cyberattacks and data loss, and driving a secure, cloud-enabled digital future.

The TL;DR
• Role: Full Time
• Type: Hybrid
• Location: NORDIC (Norway territory)

• Team: NORDIC sales team, reporting to the Commercial Sales Director.
• Mission: To manage a territory focused on net new logos and up-sell opportunities within commercial accounts, demonstrating Zscaler’s cloud transformation power.
• Tech Stack: AI/ML technologies, AI-driven solutions, AI-powered sales intelligence tools, conversational AI, predictive pipeline analytics.

What You’ll Actually Do
• Territory Ownership: Take ownership of the Norwegian territory, focusing on net new logo and up-sell opportunities within commercial accounts under 5000 users.
• Business Case Development: Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of customer and prospect organizations.
• Cross-Functional Partnership: Partner effectively with Sales Engineering, Solution Architecture, Value Consulting, and Transformation teams throughout your sales cycles.
• Pipeline Generation: Drive consistent pipeline generation using modern techniques, joint field marketing initiatives, and top-tier channel partners including VARs, SIs, and SPs.
• Sales Process Execution: Execute a disciplined sales process from beginning to end while maintaining a high level of accountability for your territory’s growth.

The Must-Haves
• Background: At least 3-5 years of sales experience selling to customers with a revenue quota, specifically to commercial accounts in Norway. Foundational understanding of AI/ML technologies and experience positioning AI-driven solutions.
• Experience: History of consistent over-achievement in net new logo accomplishments and a strong understanding of how to work with channel partnerships.
• Skills: Fluent in the local language (Norwegian). Demonstrated willingness to be coached and the discipline to follow a proven sales process from start to finish. Proven ability to lead ‘team sales’ by effectively using internal resources, partners, and team members to achieve success.
• Bonus: Previous experience selling security, SaaS, or enterprise software solutions. Bachelor’s degree in Business or a related field of study. Experience using AI-powered sales intelligence tools, conversational AI, or predictive pipeline analytics to accelerate commercial deal velocity.