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 .

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 ar