Account Executive - GTM Overlay

ZoomInfo Technologies LLC • Bethesda, MD

5h • $71,400 - $112,200

About The Position

As a GTM Overlay Account Executive, you will introduce ZoomInfo’s emerging products as part of its AI-powered go-to-market portfolio. You will partner with Account Managers to identify and develop cross-sell and upsell opportunities within existing accounts, retain customers, and promote AI solutions for revenue teams. The role involves selling ZoomInfo products to enterprise clients and collaborating with internal teams to deliver consultative customer experiences and support customers’ business objectives.

You will represent GTM Studio, ZI Operations, and ZoomInfo Marketing to the R&G Sales Organization, delivering product demonstrations and business-value conversations with executive stakeholders. The position focuses on growing existing accounts through off-cycle upsells, with deal sizes ranging from $50,000 to $500,000 or more in ACV. The stated U.S. base salary range is $71,400–$112,200, with possible additional compensation such as bonus, commission, equity, and benefits. Actual compensation depends on factors including work location, qualifications, skills, experience, and training.

Requirements

• At least 3 years of successful, proven quota attainment.
• Experience with B2B data, data quality and hygiene, marketing operations, sales operations, or business intelligence tools.
• Experience selling to Operations and/or Marketing personas and C-suite executives.
• Ability to collaborate in a team-selling environment with Account Managers, SDRs, Customer Success Managers, and Solutions Consultants.
• A consultative, education-first selling approach.
• Excellent verbal, written, and presentation skills, including the ability to simplify complex concepts for technical and business audiences.
• Experience closing six-figure deals using value-selling frameworks, point-of-view-driven sales processes, and MEDDIC methodology.
• Strong data fluency and ability to connect data insights to measurable business outcomes.
• Strong organizational skills, attention to detail, high energy, and ability to balance multiple tasks.
• Comfort working in a fast-changing environment and willingness to continuously learn products, industries, and customer use cases.

Nice To Haves

• A record of consistently exceeding quota.
• Familiarity with go-to-market technology and platforms such as GTM Studio, ZoomInfo Marketing, or RingLead.
• Familiarity with tools such as Salesforce, LeanData, D&B, or ZoomInfo.
• Familiarity with AI, LLMs, and data foundation principles, and ability to articulate their impact on organizational goals.

Responsibilities

• Partner with Account Managers to identify expansion opportunities, retain existing accounts, co-sell strategically, and deliver a consultative client experience.
• Generate upsell and cross-sell opportunities through outbound activity, SDR collaboration, and strategic prospecting using ZoomInfo intelligence.
• Manage the full sales process, including qualification, discovery, sales pitches, product demonstrations, signature process, and closing.
• Maintain accurate pipeline and revenue forecasts in Salesforce.
• Serve as a product expert for GTM Studio, ZI Operations, and ZoomInfo Marketing for the R&G Sales Organization, delivering demonstrations and business-value conversations to executive stakeholders.
• Grow existing accounts through off-cycle upsells, with deal sizes ranging from $50,000 to $500,000 or more in ACV.
• Represent the voice of the customer and work cross-functionally with marketing, sales operations, professional services, product management, and other internal stakeholders.
• Collaborate with internal resources to address complex use cases and align with customers on how ZoomInfo can help achieve their business objectives.

Benefits

• Comprehensive benefits.
• Holistic mind, body, and lifestyle programs designed to support overall well-being.
• Potential additional compensation including bonus, commission, and equity.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed