Director of GTM Strategy & Monetization, ZoomInfo
$200-275k
+ Bonus + Equity
Market intelligence and contact details database
Be an early applicant
Market intelligence and contact details database
1001+ employees
Be an early applicant
$200-275k
+ Bonus + Equity
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
- 7+ years of experience in monetization, pricing strategy, business operations, sales strategy, or strategic planning roles, ideally within a B2B SaaS or tech-enabled business
- Demonstrated success leading cross-functional initiatives involving senior stakeholders across Product, Sales, Marketing, and Finance
- Strong analytical and financial acumen, including the ability to build and interpret financial models, conduct scenario planning, and extract actionable insights from data
- A builder mentality with the ability to navigate ambiguity, create structure from scratch, and drive initiatives from strategy through execution
- Excellent written and verbal communication skills with the ability to influence stakeholders and drive alignment across diverse teams
- Background in management consulting, corporate strategy, or high-growth technology companies is preferred
- A customer- and seller-centric mindset, with a deep understanding of how to create strategies that deliver value to users while driving business impact
What the job involves
- As the Director of GTM Strategy & Monetization, you’ll be responsible for ZoomInfo’s monetization strategy and executing on key strategic initiatives
- This is a high-impact, highly analytical and cross-functional role, with a scope including: determining pricing and packaging models for innovative new products, generating insights to drive operational improvements, and driving other top priorities for the CRO organization
- This role reports to SVP, Go-to-Market Strategy
- The GTM Strategy team’s scope is leading strategy, growth initiatives, and analytics for ZoomInfo’s Revenue organization
- Own and evolve Zoominfo’s pricing, packaging, and monetization strategy across the product portfolio—including how we monetize new products, optimize existing offerings, phase launches, and compete in a dynamic market
- Partner with cross-functional teams (Sales, Product, Marketing, Finance, and Customer Success) to drive high-impact strategic initiatives across the Revenue organization, including launching new revenue streams and redesigning sales motions
- Lead the development and operationalization of a paid professional services model, including defining value propositions, pricing, delivery structure, and integration into the broader go-to-market strategy
- Synthesize seller feedback, market signals, and data insights to identify gaps in sales execution and inform strategic adjustments
- Translate strategy into action by driving alignment across GTM leaders and executing change management efforts to ensure seamless rollout and adoption of new monetization approaches
- Help operationalize and scale our product-led growth (PLG) motion by identifying monetization opportunities within the self-serve funnel and aligning expansion strategies with usage signals
- Define success metrics, run pilots, measure impact, and continuously iterate on monetization strategies to drive sustainable revenue growth
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.
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