New Business Account Executive, ZoomInfo
Enterprise
$168-231k
OTE
$84-115.5k
BASE
+ Variable compensation
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
$168-231k
OTE
$84-115.5k
BASE
+ Variable compensation
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
- 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
- Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees
- Expertise in the MEDDIC sales methodology and strategic account management
- Strong capability in high-level negotiations and interacting with C-suite executives
- Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships
- Strong analytical skills for effective forecasting and decision-making
- Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner
What the job involves
- As an Enterprise New Business Account Executive, you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles
- You’ll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach.
- You’ll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.
- Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success
- Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company
- Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client’s business landscape, challenges, and objectives
- Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides
- Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements
- Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships
- Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives
- Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals
- Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making
- Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients
- Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles
- Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness
- 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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