New Business Account Executive, ZoomInfo
Mid Market Self-Sourcing
$125-190k
OTE
$68.8-104.5k
BASE
3 days a week in office (Waltham, MA)
Market intelligence and contact details database
Open for applications
Market intelligence and contact details database
1001+ employees
Open for applications
$125-190k
OTE
$68.8-104.5k
BASE
3 days a week in office (Waltham, MA)
1001+ employees
Company mission
To unlock the growth potential of professionals and businesses with a modern end-to-end revenue operating system.
Role
Who you are
- 2+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
- Demonstrated experience in managing complex sales cycles within the mid-market sector, with a proven track record of closing high-value deals
- Strong strategic thinking and problem-solving skills, capable of navigating complex buying environments
- Exceptional negotiation and interpersonal skills, with the ability to manage and influence diverse stakeholder groups
- Proficiency in CRM and sales forecasting tools, with a strong analytical approach to sales management
- Dynamic, motivated individual with a persistent drive to achieve sales targets and contribute to company growth
What the job involves
- As a Mid Market, Self-Sourcing New Business Account Executive, you will drive the company’s growth through strategic engagement with medium-sized organizations, navigating their more complex decision-making structures to secure new business opportunities
- In this role, you will focus on understanding the unique challenges and needs of mid-market clients, crafting customized solutions that deliver substantial value
- Your success will be built on your ability to effectively manage full sales cycles, from initial contact through to deal closure, while orchestrating interactions with multiple stakeholders to achieve consensus and facilitate decision-making processes
- Proactively identify and cultivate relationships with potential clients within the mid-market space, focusing on organizations with 100 to 1000 employees
- Proven ability to self-source leads through proactive prospecting, networking, and leveraging personal strategies to build and maintain a strong sales pipeline
- Develop a deep understanding of the specific challenges related to the prospects go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges.
- Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical
- Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines
- Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals
- Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships
- Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships
- Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals
- Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets
- Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling and social networking to enrich the pipeline on top of inbound leads
- Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths
- Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness
- Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector
- Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies
- Performs other duties as required/assigned by manager
Our take
It was only a few years ago when B2B sales teams relied on warm introductions and contact books. Now, cloud-based CRM, automation and Big Data are critical tools for any selling process. ZoomInfo’s B2B contact base has played a massive part in that journey.
The company primarily helps salespeople find potential customers. Crucially, ZoomInfo then leverages technology to help make that approach as successful as possible. Think contact details of the most likely budget holder at that company, signal for when and how to approach and crucial updates on the company’s fortunes.
ZoomInfo has grown significantly over the previous few years and is now shifting its approach to pursue more inorganic growth through mergers and acquisitions, acquiring several companies in 2022, including the job recruitment website Comparably.
The risk for ZoomInfo is that these moves represent expansion beyond its traditional strengths in top-of-funnel customer acquisition. The company will need to ensure that it maximizes synergies in order to win in these markets. The company has expanded operations in India and is set to see further expansion, as indicated by its appearance on the Fortune Future 50 list of robust and growing companies in 2023.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (1 round)
Jul 2004
$7m
SERIES A
Total funding: $7m
Company benefits
- Benefits for the Best You - We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being
- Base Pay - We attract and retain the best talent with competitive compensation that aligns with industry benchmarks and merit programs yearly for promotions and salary increases based on performance, time in role, and position to market
- Bonus - When you crush it, we like to celebrate! Bonuses are awarded annually in connection with company and individual performance
- Equity - We offer each employee a generous equity award in the form of RSUs, so they can directly feel the results and success of their hard work
- Vacation & Time Off - We know everyone's needs are different so we offer flexible paid time off plans including an unlimited vacation option for many employees
- Hybrid Working Model - We offer flexible hybrid remote working models to promote equity, employee wellness, and work life balance
Company HQ
Vancouver
Leadership
Henry Schuck
(CEO)Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.
Salary benchmarks
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