SMB Account Executive, ZoomInfo
New Business
$50.8-79.9k
+ Variable compensation + Eligibility for Future Equity Awards
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
$50.8-79.9k
+ Variable compensation + Eligibility for Future Equity Awards
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
- This role is designed for a proactive and entrepreneurial sales professional who thrives in a dynamic environment where they can autonomously manage their sales pipeline
- 1+ years of experience in a closing role, ideally one that is high volume & velocity with a track record of exceeding your monthly quota
- Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies
- 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market
- Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks
- Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement
- Ability to close transactions swiftly to meet the dynamic needs of the SMB sector
- Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction
- Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support
- Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately
- Ability to analyze sales data and market trends to adjust strategies and improve performance
- Eagerness to continuously improve through feedback and professional development opportunities
- Quick learner with the ability to adapt to new challenges and changes in the business environment
What the job involves
- The SMB Account Executive is focused on the SMB (small businesses with employee count of 10-99) sector and will support our growth by executing on high-volume and high-velocity sales to good fit SMBs
- Your leadership team will support your success through coaching, team-selling and strategic decision making but you will be counted on to leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs
- Work hard to bring on new clients within the SMB sector through various prospecting methods and support from the SMB SDR team who will be scheduling you with demos as well
- You will leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs
- Manage the entire sales process from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales
- You will conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials & data enrichment reviews, to help provide the evidence needed for these prospects to come onboard as a client
- Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives
- Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets
- Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes
- Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system
- Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions
- Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications
- Ensure quotes are generated efficiently and align with internal guidelines and customer requirements
- Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly
- Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning
- 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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