GTM Account Executive
Overlay Account Executive partnering with Account Managers to drive upsell/cross-sell of ZoomInfo's AI-powered GTM products into existing enterprise accounts. Requires 3+ years quota-carrying sales experience, familiarity with sales/marketing operations tools, and closing six-figure deals.
About the job
What You'll Do
- Partner as an overlay specialist with Account Managers to identify expansion opportunities within existing accounts, retain accounts, co-sell strategically, and deliver a seamless consultative client experience.
- Build and drive pipeline by generating upsell and cross-sell opportunities through outbound activity, SDR collaboration, and strategic prospecting using ZoomInfo's intelligence.
- Own the full sales cycle: qualify, discover, pitch, demo products, navigate signatures, close deals, and guide prospects through the buying journey.
- Forecast accurately in Salesforce with clear pipeline and revenue visibility.
- Serve as product expert for GTM Studio, ZI Operations, and ZoomInfo Marketing, delivering compelling demos and business value conversations with executive stakeholders.
- Increase account spend via off-cycle upsells with deal sizes of $50K–$500K+ ACV.
- Represent the voice of the customer by collaborating cross-functionally with marketing, sales operations, professional services, product management, and other stakeholders.
- Work with internal teams to navigate complex use cases and align on how ZoomInfo helps achieve business objectives.
What You Bring
- 3+ years of successful quota attainment, preferably consistently exceeding quota.
- Experience with B2B Data, Data Quality & Hygiene, Marketing Operations, Sales Operations, or business intelligence tools (e.g., Salesforce, LeanData, D&B, ZoomInfo).
- Experience selling into Operations and/or Marketing personas and C-suite executives; familiarity with Go-To-Market technology and platforms (GTM Studio, ZoomInfo Marketing, Ringlead) is a strong plus.
- Proven ability to collaborate in a team selling environment with Account Managers, SDRs, Customer Success Managers, and Solutions Consultants.
- Consultative, education-first selling approach.
- Strong verbal, written, and presentation skills to simplify complex concepts for technical and business audiences.
- Experience closing six-figure deals using value selling frameworks, POV-driven processes, and MEDDIC methodology.
- Strong data fluency to connect insights to business outcomes; familiarity with AI, LLMs, and data foundation principles.
- Strong organizational skills, attention to detail, high energy, "can-do" attitude, and ability to balance multiple tasks.
- Comfort in a fast-changing environment with desire to learn new products, industries, and use cases.
What’s In It For You
- Top-notch tech stack and leading tools.
- Dedicated data strategists, consultants, and solutions team support.
- Strong onboarding and weekly enablement.
- Market-leading product with multiple G2 awards.
- ERGs for diversity and inclusion.
- Comprehensive Medical, Dental, Vision.
- Eligibility for future equity awards.
- 401k matching (50% of first 7%).
- 12 weeks parental leave for primary caregivers, 4 weeks for secondary.
- Family forming benefits up to $20k + Care.com discounts.
- Virgin Pulse Wellness Program.
- Optional add-ons (pet insurance, legal support, etc.).
Compensation: US base salary $84,700–$133,100 + variable compensation + benefits. OTE $154,000–$235,000.
Skills
Salesforce, MEDDIC, Gtm Studio, Zoominfo Marketing, B2B Data, Data Quality, Marketing Operations, Sales Operations, AI, LLMs
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