Senior GTM Success Manager, ZoomInfo
$128-140k
+ Eligibility for Future Equity Awards + Commission
3 days a week in office (Waltham MA)
Market intelligence and contact details database
Be an early applicant
Market intelligence and contact details database
1001+ employees
Be an early applicant
$128-140k
+ Eligibility for Future Equity Awards + Commission
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
- 8+ years of customer success, account management, or sales experience in a competitive SaaS environment
- 5+ years working with Strategic level accounts
- Have a great understanding of world-class go-to-market process, including how Revenue Operations, Enablement Leaders, Sales Managers, Customer Success leaders and individual contributors think and operate
- Prior experience in solutions consulting, sales engineering, business consulting, or a similarly analytical/advisory customer-facing role is strongly preferred
- Demonstrated ability to translate complex data sets into clear, business-relevant stories and actionable recommendations for stakeholders
- Strong analytical and diagnostic skills - comfortable digging into customer data to identify root causes of risk or underperformance, not just surface-level symptoms
- Excellent communication skills, including issue tracking, triaging and crisis management
- Communicates with internal and external customers and all levels of management
- Effectively communicate technical information to non-technical audiences
- Understands how to communicate difficult/sensitive information tactfully
- Continually seeks opportunities to increase customer satisfaction and deepen client relationships
- Self-motivated, collaborative and scrappy team player with innovative ideas to inspire customer loyalty and adoption
- General understanding of sales methodologies and playbooks like Sandler, Winning By Design, MEDDIC a plus!
- Bachelor's Degree or Master's Degree preferred
What the job involves
- ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen–fast
- ZoomInfo is growing and looking to add talented and passionate people to our Customer Success team! This individual will drive product adoption, retention, and growth by delivering high levels of business value, and cultivating deep customer relationships with some of the world’s most iconic companies currently using ZoomInfo
- This Senior GTM Success Manager will be responsible for all aspects of strategic account partnerships, adoption and customer success planning. This position will develop and execute strategic account plans, deliver business reviews, and drive overall customer value for our customers. We provide world-class training while surrounded by incredible co-workers and leaders who have a vested interest in seeing you thrive
- Act as an extension of our strategic customers, being a proactive advocate within ZoomInfo and our customer base to accomplish defined objectives
- Develop a trusted advisor relationship with strategic customer stakeholders and executive sponsors to drive product adoption and ensure they are leveraging ZoomInfo to achieve full business value
- Translate customer data into insight - analyze usage, adoption, and performance data to build a compelling narrative that connects ZoomInfo's value directly to the customer's business outcomes
- Conduct business/gap analysis with strategic accounts to uncover unmet business needs, workflow inefficiencies, or underutilized capabilities, and design a consultative strategy to close those gaps
- Bring a solutions consulting mindset to account management - diagnose the "why" behind adoption or performance trends, not just the "what," and prescribe tailored solutions (process, product, or enablement) to solve them
- Identify customer use cases and business problems to solve, sharing best practices on what success looks like with similar organizations
- Closely manage and nurture accounts to identify and eliminate risk of attrition
- Partner with internal ZoomInfo stakeholders to align account activities with the strategic customer’s business case and strategy
- Establish trusted, sustainable relationships with customers through the full life cycle of the subscription ensuring their success
- Build and deliver regular business reviews that tell a clear, data-driven story - linking usage trends, ROI, and strategic recommendations into a cohesive narrative for senior stakeholders
- Identify renewal risk and collaborate with internal teams to remediate and ensure a successful renewal
- Ensure customer feedback is clearly captured and conveyed internally to enable ongoing improvement of products and services
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, signals 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 maximises 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
Esther Short, Vancouver, WA
Leadership
Henry Schuck
(Founder & CEO)Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.
Salary benchmarks
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