Account Executive - Majors

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for an Account Executive-Majors to join our team. This is a Hybrid role, reporting to the Regional Sales Director in the Sales department. As an Account Executive-Majors, you will be the driving force behind Zscaler’s growth within the Defence sector. Your mission is to empower major Defence sector organizations to modernize their digital infrastructure through our industry-leading cloud security platform. You will act as a strategic consultant, helping key decision-makers navigate complex security challenges and realize the value of a zero-trust architecture. What you’ll do (Role Expectations) - Deeply understand customer pain points and articulate Zscaler’s unique value proposition to provide transformative solutions - Lead with a visionary approach, educating C-level executives and key stakeholders on how our "inspiring technology" can future-proof their organizations - Develop and execute a comprehensive territory plan encompassing account coverage, target prospects, partner alignment, and targeted marketing campaigns - Apply world-class sales methodologies to consistently overachieve on quarterly and annual revenue targets - Partner closely with Sales Engineers to demonstrate both the technical superiority and the tangible business value of Zscaler 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 are obsessed with your own development, 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 - Prior experience selling specifically into the Defence sector - Professional experience in Sales with a consistent history of managing and exceeding a revenue quota - Progressive experience engaging with and selling to C-Level executives - Bachelor’s degree in Business or a related field What Will Make You Stand Out (Preferred Qualifications) - Demonstrated success utilizing AI-driven sales intelligence, predictive analytics, or conversational AI platforms to accelerate complex enterprise sales cycles and enhance territory execution - Deep experience selling Security, SaaS, AI or Software solutions - A proven ability to work with Channel partners to co-develop pipeline, create joint plans, and lead opportunities to closure #LI-LK2 #LI-Hybrid At Zscaler, we are commi