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About the Role
Manage an assigned book of mid-market accounts, driving successful renewals and maximizing expansion through our new GTM One unified platform packaging. Champion value realisation, navigate segment-specific migration strategies and unlock cross-sell and upsell opportunities across workflow credits, data licensing, and advanced intelligence solutions.
Responsibilities
- Own a strategic book of 80 to 100 mid-market accounts, securing timely renewals and guiding clients through seamless GTM One migrations aligned with 2027 renewal standards.
- Drive off-cycle upsells and cross-sells ranging from $20K to $50K+ ACV by leveraging product parity, workflow credits, and Enterprise Data License frameworks.
- Showcase how peer organisations maximise return on investment using ZoomInfo’s unified intelligence platform, utilising Stage 0 Adoption Value Realisation frameworks.
- Partner with RevOps and sales leadership to execute tier-specific migration strategies, while upholding pricing guardrails and fair use policies.
- Conduct high-impact online product demonstrations highlighting GTM One capabilities, workflow automation, and custom data intelligence solutions.
- Monitor account engagement metrics, identify churn risks early, and coordinate cross-functional dispute resolution and account expansion plans.
Requirements
- 4+ years of successful account management or solution sales within mid-market and enterprise accounts, with a proven track record of consistently exceeding quotas and driving high net retention rates (NRR/GARR).
- Deep understanding of SaaS renewal motions, tiered pricing models, and data intelligence or CRM ecosystems (Salesforce expertise preferred).
- Exceptional verbal and interpersonal communication skills, with the ability to converse credibly and persuasively with C-suite decision-makers and procurement teams.
- Strong organisational skills, high energy, resilience, and a proactive “can-do” attitude in navigating complex product transitions and multi-threaded client relationships.
- High degree of self-discipline, motivation, and independence required to manage a high-value territory effectively in a fast-paced, growth-oriented environment.
Skills
- SaaS renewal motions
- Tiered pricing models
- Data intelligence
- CRM ecosystems
- Salesforce
- C-suite communication
- Product demonstrations
- Account management
- Solution sales
Location
- Hybrid
Work Type
- Hybrid
Experience Level
- 4+ years
About the Company
- ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, enables sales, marketing, and customer success teams to execute their go-to-market strategy with confidence.
- Powered by the industry's most comprehensive B2B data, including more than 100 million companies, 500 million contacts, and billions of signals, ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers.
Equal Opportunity
- ZoomInfo is committed to protecting your privacy when you apply for jobs with us. Please review our Job Applicant Privacy Notice for more details on how we handle your personal information.
- ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here.
- ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs, and does not discriminate based on protected status.
- We welcome all applicants and are committed to providing equal employment opportunities regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic protected by applicable law.
- We also consider qualified candidates with criminal histories in accordance with legal requirements.
- For Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
- An employer who violates this law shall be subject to criminal penalties and civil liability.
- ZoomInfo does not administer lie detector tests to applicants in any location.