Mid-Market, Emerging New Business Account Executive

Position Overview

At ZoomInfo, we encourage creativity, value innovation, demand teamwork, expect accountability and cherish results. We value a take charge, take initiative, get-stuff-done attitude and will help you unlock your growth potential. One great choice can change everything. Thrive with us at ZoomInfo.
As a Mid Market, Emerging New Business Account Executive, you will drive the company’s growth through strategic engagement with medium-sized organizations, navigating complex decision-making structures to secure new business opportunities. You will focus on understanding the unique challenges and needs of mid-market clients and craft customized solutions that deliver substantial value throughout full sales cycles—from initial contact to deal closure.

Key Responsibilities

• Proactively identify and cultivate relationships with potential clients within the mid-market space, focusing on organizations with 100 to 300 employees.
• Develop a deep understanding of prospects' go-to-market challenges and effectively position ZoomInfo solutions to address customer needs.
• Manage sophisticated sales cycles ranging from two weeks to six months, including discovery discussions, presentations, proof-of-concept management, multi-threading accounts, and creating custom proposals.
• Employ a structured yet flexible sales approach that adapts to various buying processes and timelines.
• Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that balance client expectations with company profitability goals.
• Navigate contract complexities to close deals efficiently while fostering long-term client relationships.
• Engage and align multiple stakeholders within client organizations, including senior executives, to ensure consensus and build strong partnerships.
• Utilize excellent communication skills to articulate the value of solutions in meeting clients’ strategic goals.
• Maintain a robust sales pipeline and accurately forecast outcomes to exceed quarterly and annual targets.
• Prospect into key target accounts through strategic email outreach, cold calling, and social networking to enrich the sales pipeline.
• Collaboratively share best practices across the team to enhance the overall ZoomInfo selling strategy.
• Leverage CRM tools to track and analyze sales activities, providing valuable insights into pipeline health and operational effectiveness.
• Continuously gather intelligence on market trends, competitor activities, and mid-market opportunities.
• Contribute strategic insights to sales and marketing teams to refine product offerings and go-to-market strategies.
• Perform other duties as assigned by the manager.

Required Qualifications

• 3+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of identifying and engaging potential clients.
• Demonstrated experience managing complex sales cycles within the mid-market sector, with a history of closing high-value deals.
• Strong strategic thinking and problem-solving skills, with the ability to navigate complex buying environments.
• Exceptional negotiation and interpersonal skills, with the ability to manage and influence diverse stakeholder groups.
• Proficiency in CRM and sales forecasting tools combined with a strong analytical approach to sales management.
• Dynamic and motivated individual with a persistent drive to achieve sales targets and contribute to company growth.

Benefits & Perks

• Compensation: Base salary range of $62,500 to $105,000 + variable compensation and benefits with an OTE of $150,000 - $210,000.
• Comprehensive benefits including holistic mind, body, and lifestyle programs designed for overall well-being.
• Hybrid work model requiring a minimum of three days per week from one of our US offices.