Zendesk

Job Description

About Zendesk for Startups:

Zendesk for Startups empowers startups to scale and thrive by delivering best-in-class customer experience solutions. With over 160,000 customers globally, we’ve supported trailblazing companies such as Slack, Uber, Instacart, Canva, Nubank, Limebike, and Deliveroo from their earliest stages. Our mission is to drive sustainable startup growth through strategic partnerships, vibrant community engagement, and innovative go-to-market programs.

What you'll be doing

The Zendesk for Startups team is seeking a highly motivated and experienced startup partnerships manager to serve as the lead for our Startup VC Community for the Bay Area, reporting to the Head of the Americas. This critical role is designed to accelerate revenue growth within the Bay Area's vibrant startup segment by embedding a dedicated leader focused on cultivating high-value relationships, expanding marketing pipeline quality, and amplifying Zendesk’s presence across the region’s top-tier startup ecosystem. This is a field-based role, working hand-in-hand with our Bay Area Sales Team to consistently surface and engage high potential startups and their partners.

What you bring to the role

• Strategic thinking: Includes: 1/ owning the development and execution of the annual go-big SF/Bay Area Hub Strategy, aligned to the Zendesk for Startups Global Plan, Sales, and Startup Marketing; 2/ identifying direct paths to penetrate high volume startup communities in the SF/Bay Area and in collaboration with partners; 3/ and managing and refreshing a Top Startups List in the Bay to support Marketing and Sales-led engagements.
• Ecosystem-building experience: Embed Zendesk's brand and solutions within Tier 1 venture capital firms, accelerator programs, and key tech partner networks, to establish Zendesk as the preferred service company within the Bay Area startup community. Includes launching a Startup Advocacy/Ambassadors program to drive organic growth in the region and serving as a passionate ambassador for Zendesk within executive audiences at community events, industry conferences, and partner forums to elevate brand awareness, cultivate strategic relationships, and foster mutual growth.
• Designing high-value programs: Design and execute experiential Bay Area-only programs focused on giving high-potential founders value-added, differentiated GTM support from within the Zendesk network, to build an enduring presence within the region.
• Generating marketing pipeline: Collaborate closely with our Startup Marketing and Bay Area Sales team to translate ecosystem access into qualified pipeline, warm introductions, and faster deal cycles.
• Forging strong partnerships: Position Zendesk as a trusted startup partner across the most influential investor and founder communities in the Bay Area.
• Must be willing to travel across the Bay Area to meet with partners, customers, funds, and affiliated tech companies.

Basic Qualifications:

• 6+ years of proven experience in business development, partnerships, or sales within the technology sector, specifically with a focus on technology startups or venture capital.
• Deep understanding of the Bay Area startup ecosystem, including key startups, market trends, particularly AI, and funding landscape.
• Demonstrated ability to cultivate high-value relationships with founders, investors, and strategic partners.
• Strong track record of generating qualified marketing pipeline and contributing to revenue growth.
• Excellent communication, presentation, and interpersonal skills.
• Ability to work independently and collaboratively within a fast-paced sales environment.
• Strategic thinker with a hands-on approach to execution.

This is not a traditional partnership role, but a field-based business development engine designed to accelerate pipeline growth and elevate our brand in the most competitive innovation ecosystem in the world. If you are passionate about the startup community and have a proven ability to drive impact, we encourage you to apply.

Within 12-18 months in role, this leader is expected to contribute to the following outcomes:

• Market Leadership: Establish Zendesk as the preferred customer experience company within the Bay Area startup community.
• Improved Pipeline Quality and Velocity: Improve access to startup and funder communities within the Bay Area to increase marketing pipeline and quality.
• Revenue Growth: Contribute to net new customer acquisition and revenue expansion by accessing high-value, well-funded startups.
• Higher Average Deal Size: Increase average contract values and expansion potential by engaging founders with greater funding and product/customer maturity.

Preferred Qualifications:

• Startup Ecosystem Expertise: Background as a founder or have worked with accelerators/incubators and/or Venture Capital; demonstrated deep experience and familiarity of the Bay Area startup ecosystem.
• Ecosystem Partner Engagement: Proven experience in collaborating and building relationships with early-stage VCs, Corporate Venture Capital (CVC), Angel networks, accelerators, and incubators, with a track record of successful partnerships.
• Community Building: Hands-on experience cultivating and nurturing self-sustaining startup communities, fostering engagement between startups and key partners.
• Practical Tool & GTM Expertise: Proficiency with Zendesk products (and ideally other CRMs like Salesforce or Airtable), plus a strong understanding and application of startup GTM motions (customer acquisition, retention, scaling).

The US annualized base salary range for this position is $124,000.00-$186,000.00. This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

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.

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.