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. The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to lead a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world. About the Role We are looking for an Account Executive in Healthcare to join our Sales and Go-to-Market team. This role is based in New Jersey, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security. What you’ll do (Role Expectations) - Build relationships with important internal and customer stakeholders, including c-suite decision-makers - Create a long-term account strategy aligned with customer goals - Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning - Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals 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) - 6+ years of full-cycle sales experience within the software or security industry - Bachelor’s degree or equivalent practical experience - Progressive selling experience engaging with enterprise accounts and selling at the C-Level - Residency in or willingness to commute within the greater NJ area What Will Make You Stand Out (Preferred Qualifications) - Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals - Proficiency in strategic sales planning with a proven track record of closing net new logos - Experience meeting or exceeding sales targets while leveraging channel partnerships #LI-LB1 #LI- Remote Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $117,250—$167,500 USD 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 Future of Work strategy, 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.

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10% of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level. • Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why’s/MEDDICC & ability to build champions across the user community, middle management & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce.

• Drive strategic business expansion/collaboration opportunities with the following: • Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory • Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory. • Structure detailed strategic plans for gaining and retaining new and existing clients. • Maximize client-bill contracting opportunities • Implement laboratory services agreements (LSA’s) with bill account institutions • Collaborate and coordinate with all sales positions (Head of Sales, RSD’s, DSM’s, SAM’s, and AE’s) to ensure the successful attainment of company goals and objectives • Identify and develop partnering opportunities between prospective oncology clients and GHI. • Promote and drive compliance with new web-based molecular information tools for all clients. • Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership. • Monitor the performance of sales to ensure objectives are met • Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc. • Work effectively with individuals across multiple departments throughout Gardant Health Inc. • Embrace, embody, and represent the Guardant Health company culture at all times to external and internal constituents.

Role Description This is a performance role. You own your pipeline, your numbers, and your results. If you’re comfortable working in a fast-paced startup environment and using a CRM to drive deals forward, this is for you. - Close minimum 4 deals per month - Manage your pipeline through a CRM (Zoho, HubSpot, Salesforce, etc.) - Handle objections and move deals forward consistently - Operate with a strong results-driven mindset Qualifications - Advanced English (written and spoken) - Experience using a CRM - Strong closing ability - Comfortable in a startup environment (fast, high ownership) Benefits - $1,000 USD base + $250 per closed deal Company Description