Vice President of Sales Development, ZoomInfo
$212-291.5k
More information about location
2-4 days a week in office (Waltham, MA)
Market intelligence and contact details database
Job no longer available
Market intelligence and contact details database
1001+ employees
Job no longer available
$212-291.5k
More information about location
2-4 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
- Bachelor’s degree in Business, Marketing, or a related field
- 10+ years of experience leading sales development teams in the B2B SaaS industry, including 3+ years as a second-line or third-line leader
- Proven success managing large, high-performing teams
- Strong track record in building and scaling sales development organizations that generate high-quality pipelines for enterprise-level growth
- Expertise in demand generation, inbound and outbound strategies, and lead qualification processes
- Leadership Competencies:
- Builds Effective Teams: Fosters strong-identity teams that apply diverse skills and perspectives
- Drives Results: Consistently achieves results in high-pressure environments
- Strategic Mindset: Develops innovative strategies to meet future business challenges
- Develops Talent: Coaches team members to achieve both personal and organizational goals
- Demonstrates Self-Awareness: Reflects on feedback to continuously improve leadership effectiveness
- Technical and Operational Skills:
- Proficient in Zoominfo, Salesforce, Outreach, and other prospecting and sales development tools
- Strong quantitative and analytical skills for performance management
- Exceptional communication and presentation skills, capable of influencing executives and team members alike
What the job involves
- The Vice President of Sales Development for ZoomInfo’s Revenue and Growth (R&G) business will lead and scale the organization’s efforts to drive upsell growth within our customer base
- This pivotal role will report directly to the COO of GTM and focuses on equipping customers with valuable insights into how they can enhance growth in their install base and boost rep productivity using ZoomInfo’s product offerings
- The successful candidate will collaborate across teams to ensure alignment with corporate objectives and consistently deliver measurable impact
- Develop and execute comprehensive sales development strategies to drive pipeline growth and upsell opportunities within the existing customer base
- Design and implement scalable lead generation and lead management processes tailored to drive operational efficiency and delightful customer experiences
- Consistently meet and exceed pipeline and revenue goals by generating opportunities across multiple geographies, products, and market segments
- Build, lead, and mentor high-performing sales development teams to achieve growth objectives
- Lead hiring, onboarding, training, and ongoing coaching to develop SDRs into AE and AM contributors
- Manage second-line and front-line Sales Development leaders, fostering a culture of accountability and transparency
- Promote diversity, inclusion, and career growth within the team
- Partner closely with Sales, Marketing, Revenue Enablement, Revenue Operations, and other functions to align strategies and resources
- Partner with Sales Compensation to own and refine the commission planning process, ensuring competitive and thoughtful commission structures
- Work with marketing leadership to enhance inbound lead qualification processes and develop effective outbound campaigns for target accounts
- Collaborate with sales leaders to design and execute outbound campaigns aligned with revenue goals
- Establish, monitor, and manage key performance indicators (KPIs) to measure success and optimize processes
- Conduct in-depth analyses of pipeline data to identify opportunities for growth and improvement
- Implement data-driven decision-making and reporting to ensure accountability and visibility across the organization
- Partner with Business Operations, Recruiting, and People teams to manage capacity planning and promotion cycles, understand attrition trends, and develop plans to improve retention and team stability
- Apply AI-driven technologies to drive innovation and enhance productivity within the sales development process
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
Few candidates hear
back within 2 weeks
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 values
- We are Difference Makers
- We are One Team, One Dream
- We Define New Possibles
- We Get Stuff Done
- Out Bar is High
- We are Fanatic About Our Customers' Success
Company HQ
Vancouver
Articles
Leadership
Henry Schuck
(CEO)Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.
Salary benchmarks
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