Senior Account Manager (Enterprise)
Manages book of ~20 high-spend enterprise accounts, handling six-figure renewals, upsells ($100K-$500K+ ACV), and expansions via cross-sell. Requires 6+ years enterprise sales exceeding quotas, MEDDIC expertise, data fluency, and C-level selling to IT/GTM leaders.
About the job
What You Will Do
- Manage six-figure renewals by demonstrating measurable business outcomes driven by ZoomInfo's data points and products
- Lead data validation exercises and proof-of-value engagements that connect ZoomInfo data to measurable client business outcomes
- Own a book of business comprising ~20 accounts with an employee headcount over 1,000.
- Increase spend into these accounts to grow them via off-cycle upsell with deal sizes ranging $100K-$500K+ ACV.
- Identify new business opportunities within existing clients using referrals, prospecting into white space and utilizing established relationships.
- Work collaboratively with an entire team of internal resources to navigate complex use cases and ensure tight alignment with customers on how ZoomInfo can help them achieve their business objectives.
What You Bring
- 6+ years of successful enterprise solution selling experience, with a proven track record of exceeding quotas.
- Experience closing six-figure deals using value selling frameworks, point-of-view driven sales processes, and MEDDIC methodology.
- Strong data fluency with the ability to connect data insights to measurable business outcomes; familiarity with AI, LLMs, and data foundation principles with the ability to articulate their impact on organizational goals.
- Confidence working with and selling to C-Level executives in IT and GTM, navigating multiple business stakeholders throughout the sales cycle.
- Consultative, education-first selling approach that guides customers through their AI transformation journey.
- Technically oriented mindset with the ability to engage confidently in complex, solution-driven conversations.
- Experience selling alongside ecosystem partners like hyperscalers and global consultancies.
- Broad business acumen spanning enterprise functions including IT, Finance, and Go-to-Market organizations.
- Knowledge of the business intelligence, data infrastructure, and AI/LLM market landscape preferred.
- Strong organizational skills, attention to detail, high energy, and a "can-do" attitude.
- Self-discipline and motivation to work independently.
Compensation
- US base salary range: $126,000 - $143,000 + variable compensation + benefits ($220,000 - $260,000 OTE (on target earnings)).
Skills
MEDDIC, AI, LLMs, Value Selling, Business Intelligence, Data Infrastructure, CRM, Hyperscalers, Salesforce, Data Validation
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