About this role.
Zscaler is hiring an Enterprise Account Executive to own a German territory and drive net-new logo acquisition and expansion opportunities. The role centers on enterprise value selling for cloud security and Zero Trust solutions, including business-case development, pipeline generation, and channel-led selling. Candidates need at least three years of quota-carrying enterprise sales experience in Germany, a record of new-logo success, German fluency, and the ability to work a structured sales process. The position also values familiarity with AI/ML and AI-enabled sales tools, strategic territory planning, collaboration, and resilience in an ambiguous, high-growth environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader EU market for similar roles.
Core skills
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Sample interview questions
I would segment the territory by ideal customer profile, security transformation triggers, and partner coverage, then build account plans for the highest-potential organizations. I would combine targeted executive outreach, relevant security use cases, field marketing activities, and coordinated campaigns with VAR and SI partners. Weekly pipeline reviews would help me measure conversion, identify gaps, and adjust activity quickly.
I begin by diagnosing the customer's operational, risk, and business priorities through discovery with technical and executive stakeholders. I quantify relevant outcomes such as reduced infrastructure complexity, improved user experience, lower security risk, faster integration of cloud applications, and operational efficiency. I then align those outcomes to the buyer's success metrics and validate the case with a mutual action plan.
I map the buying committee early, including economic buyers, technical decision-makers, champions, procurement, legal, and potential blockers. I tailor value messages to each stakeholder while maintaining a single account strategy, clear next steps, and executive alignment. I also use internal specialists and partners deliberately so that technical validation, commercial negotiation, and executive sponsorship progress in parallel.
I treat partners as strategic extensions of the account team and establish shared account priorities, roles, and measurable outcomes from the start. I enable them with the customer value proposition, discovery questions, and deal strategy while ensuring clear rules of engagement. Regular deal reviews and transparent communication help maintain momentum and prevent overlap or confusion.
I would first understand how the organization is adopting AI and where it faces exposure around data, users, applications, and access. Rather than leading with AI as a feature, I would connect the conversation to governance, risk reduction, visibility, and secure productivity outcomes. I would use relevant customer workflows and measurable success criteria to show how security can enable responsible AI adoption rather than slow it down.
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 to join our team. This is a hybrid role based in Germany, reporting to the Sales Director in the Enterprise sales department. The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers and driving a secure, cloud-enabled digital future. In this role, you will take ownership of an assigned territory to demonstrate the power and agility of Zscaler cloud transformation and further cement our position as the world leader in cloud security.
What you’ll do (Role Expectations)
- Take ownership of an assigned territory in Germany focused on net new logo and up-sell opportunities with Enterprise prospects and customers
- Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer and prospect organizations
- Generate pipeline using new techniques, tools, joint field marketing initiatives, and top-tier channel partners including VAR, SI, and SP
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
- 3+ years of sales experience with a revenue quota, selling to Enterprise accounts in Germany
- History of net new logo accomplishments and a clear understanding of how to leverage channel partnerships
- Willingness to be coached and the discipline to work a proven sales process from beginning to end
- Evidence of successful “team sales” and the ability to leverage internal resources and partners
- Fluency in German
What Will Make You Stand Out (Preferred Qualifications)
- Experience leveraging AI-powered sales intelligence, predictive forecasting, or conversational AI platforms to optimize enterprise territory planning and pipeline acceleration
- Proficiency in strategic sales planning with experience closing net new logos
- A consistent track record of winning business in Enterprise accounts
#LI-Hybrid #LI-MM5
Zscaler’s salary ranges are benchmarked and determined by role and level. The range displayed on this job posting reflects the minimum and maximum target for new hire base salaries for this position across all Germany locations. Individual pay placement within this range is determined based on objective, gender-neutral criteria including job-related skills, relevant experience, and education or training. The base salary range listed for this full-time position excludes commission/bonus/equity (if applicable) and benefits.
Base Pay Range
€82.250—€117.500 EUR
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s hybrid working model and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
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