Director, PE/VC & Portfolio Partnerships

ZoomInfo Technologies LLC•Waltham, MA

1d•$160,622 - $252,406

About The Position

ZoomInfo is seeking a strategic, entrepreneurial, commercially driven leader to build and scale a growth channel with leading 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 partnerships into measurable pipeline, revenue, and portfolio-wide adoption of ZoomInfo’s data, intelligence, and AI-powered solutions. The role reports to the Vice President, Strategic Partnerships and works closely with Sales, Solutions, Marketing, Product, Customer Success, and other teams. It is a founding leadership opportunity with the potential to scale the program and build a team as the business grows. The Director will develop portfolio-wide commercial frameworks, oversee activation across portfolio companies, and help establish ZoomInfo as a preferred provider and strategic go-to-market partner. The role focuses on moving the channel from a largely reactive approach to a proactive, repeatable motion for new-logo acquisition, expansion, and portfolio adoption. Success is measured by partnership-driven deployments, sourced and influenced pipeline and revenue, portfolio penetration, and the ability to scale the operating model without proportional headcount growth. The position involves sponsor relationship management; partnership and deal structuring; portfolio mapping, evaluation, and deployment; pipeline forecasting and performance measurement; sponsor and portfolio-company enablement; and cross-functional coordination. Core systems and tools may include Salesforce, GSuite, Slack, Jira, Confluence, partner ecosystem and account-mapping tools, and ZoomInfo’s data and GTM platform.

Requirements

At least 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 PE and VC 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 in 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; fluency in AI and agentic AI concepts and 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.
Ability to build trust and alignment across internal and external stakeholders in fast-moving environments.
Entrepreneurial mindset, executive presence, operational discipline, bias for action, curiosity, and comfort with ambiguity and shifting priorities.
Passion for the potential of data and AI to transform how companies go to market.

Nice To Haves

Established relationships within PE and VC firms, particularly with 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 private equity and venture capital 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 channel without proportional headcount growth.
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 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 plays.
Develop reusable pricing and partnership constructs with Legal, Finance, and Revenue Operations; maintain standardized commercial guidance for Sales; and coordinate internal approvals and external sign-off.
Map portfolios to identify existing customers, whitespace, adoption, and expansion opportunities, and translate portfolio intelligence into account strategies for Sales and Solutions.
Identify high-value use cases and connect ZoomInfo’s data, intelligence, and AI capabilities to sponsor value-creation priorities, including revenue acceleration, seller productivity, and operational efficiency.
Support scoping and oversee evaluation, pilot, and rollout cycles with Sales, Solutions, Customer Success, and Solutions Partners; coordinate with Product and Engineering on quality, security, and timelines.
Track and communicate deployment metrics, including adoption, usage, and revenue and efficiency impact, to sponsors and portfolio-company management teams.
Own partner-sourced and partner-influenced pipeline development and revenue targets; partner with Sales to convert introductions and portfolio opportunities into qualified pipeline and revenue with clear handoffs and attribution.
Maintain a rolling forecast of sourced and influenced opportunities across portfolios; ensure clean partner and opportunity data in Salesforce; and build dashboards for pipeline, ARR, coverage, and velocity.
Establish KPIs and executive governance to measure partner engagement, relationship health, portfolio penetration, pipeline, adoption, and commercial impact; use insights to improve motions, offers, and enablement.
Build enablement assets such as one-pagers, decks, FAQs, and playbooks; develop case studies and proof points; and run enablement sessions and workshops.
Design and execute programmatic engagement, including executive events, fireside chats, webinars, roundtables, and dinners, in partnership with Marketing, Sales, and Enablement.
Collaborate with Sales, Solutions, Product, Marketing, Legal, Security, Revenue Operations, and Customer Success to develop business cases, advance deals, deliver customer outcomes, and inform the product roadmap.
Coordinate with Solutions Partners and implementation partners on joint delivery to ensure aligned messaging and execution.