Director, PE/VC & Portfolio Partnerships

ZoomInfo•Waltham, MA

6d•Hybrid

About The Position

ZoomInfo is seeking a strategic, entrepreneurial, commercially driven leader to build and scale a growth channel with private equity and venture capital firms and their portfolio companies. The Director owns the strategy and execution of the PE/VC channel, develops executive relationships with sponsors, establishes strategic partnerships, and turns those relationships into measurable pipeline, revenue, and portfolio-wide adoption of ZoomInfo’s data, intelligence, and AI-powered solutions. This founding leadership role reports to the Vice President, Strategic Partnerships and works across Sales, Solutions, Marketing, Product, Customer Success, and other teams. The leader will structure portfolio-wide commercial frameworks, oversee portfolio-company activation, and develop an operating model and team as the program grows. Success includes building a repeatable partner channel, expanding portfolio adoption, establishing ZoomInfo as a preferred provider and strategic GTM partner, and scaling the program without proportional headcount growth.

Requirements

8+ years of experience in enterprise SaaS, fintech, strategic partnerships, business development, sales, PE or VC value creation and PE-backed operating roles, or management consulting serving PE and VC clients.
Strong understanding of the private equity and venture capital ecosystem, including fund structures, GP and carry economics, value-creation playbooks, and sponsor and portfolio-company dynamics.
Proven ability to establish executive relationships and convert strategic partnerships into measurable pipeline and revenue.
Proven track record working with Sales to drive pipeline and revenue, including co-sell, partner-sourced deals, and complex accounts.
Demonstrated success building or scaling a new business, strategic partnership program, or commercial growth initiative.
Strong commercial acumen, including pricing, discounts, and deal economics, with experience negotiating strategic agreements and iterating on terms within guardrails.
Experience navigating complex enterprise sales cycles and multi-stakeholder environments across funds and portfolio companies, and influencing senior decision-makers.
Strong program and project management skills, including managing concurrent workstreams, stakeholders, and deadlines with high attention to detail.
Ability to operate as both strategist and executor across cross-portfolio deployments.
Understanding of GTM technologies and data-driven revenue strategies, and fluency in AI and agentic AI concepts, with ability to translate AI capabilities into portfolio-level value-creation narratives.
Excellent written and verbal communication skills, including comfort with C-suite presentations and concise internal updates.
Proven ability to build trust and alignment across internal and external stakeholders in fast-moving environments.
Entrepreneurial mindset, executive presence, operational discipline, and bias for action; comfortable with ambiguity and shifting priorities.

Nice To Haves

Established relationships within private equity and venture capital firms, particularly operating partners, portfolio operations, and commercial value-creation teams.
Direct experience with technology partnerships with PE or VC sponsors, or with multi-entity and portfolio structures.
Experience working with PE-backed or VC-backed B2B software or technology companies.
Background in enterprise data, AI, revenue intelligence, or GTM technology.
Experience building portfolio-wide commercial programs or scaling emerging partnership channels.

Responsibilities

Own the strategy, development, and execution of ZoomInfo’s PE/VC partner program, including target-firm prioritization, recruitment, activation, and expansion.
Develop partnership frameworks, portfolio engagement playbooks, and scalable activation programs that extend successful engagements across portfolio companies.
Build the operating model and future team structure to scale the PE/VC motion.
Identify, recruit, onboard, and cultivate executive relationships with PE and VC operating partners, portfolio operations and value-creation teams, deal teams, commercial excellence leaders, technology and data leaders, and portfolio executives.
Serve as the primary day-to-day and executive contact for priority sponsors and own and expand existing PE/VC relationships.
Run firm-level business reviews, QBRs, portfolio and pipeline reviews, and executive check-ins; maintain current information on sponsor contacts, portfolios, and initiatives.
Structure, negotiate, and execute partnership agreements, including preferred-provider pricing, portfolio-wide commercial frameworks, and lighthouse portfolio-company engagements.
Develop reusable cross-portfolio pricing and partnership constructs with Legal, Finance, and Revenue Operations, and coordinate internal approvals and external sign-off.
Map portfolios to identify customers, whitespace, adoption, and expansion potential, and translate portfolio intelligence into Sales and Solutions account strategies.
Identify high-value portfolio-company use cases and connect ZoomInfo’s data, intelligence, and AI capabilities to sponsor value-creation priorities.
Support scoping and oversee evaluation, pilot, and rollout cycles with Sales, Solutions, Customer Success, Solutions Partners, Product, and Engineering.
Track and communicate deployment metrics, adoption, usage, revenue impact, and efficiency impact to sponsors and portfolio-company management teams.
Own pipeline development and partner-sourced and partner-influenced revenue targets; work with Sales to convert introductions and portfolio opportunities into qualified pipeline and revenue.
Maintain a rolling forecast and ensure accurate partner and opportunity data in Salesforce; build dashboards for pipeline, ARR, coverage, and velocity.
Establish KPIs and executive governance for partner engagement, relationship health, portfolio penetration, pipeline, adoption, and commercial impact.
Create enablement assets, case studies, and portfolio-level proof points, and run enablement sessions and workshops.
Design and execute executive events, webinars, roundtables, dinners, and other programmatic engagement with PE/VC and portfolio-company executives.
Collaborate with cross-functional teams and implementation partners to develop business cases, advance deals, deliver customer outcomes, and feed learnings into the product roadmap.