Director, Strategic Account Management

ZoomInfo Technologies LLC•Waltham, MA

21h•$200,000 - $225,000•Onsite

About The Position

ZoomInfo is looking for a Director of Strategic Account Management to lead one of its largest and most complex revenue organizations. This is a second-line leadership role, with three Regional Vice Presidents reporting directly into the Director. Each RVP manages their own team of Strategic Account Managers across ZoomInfo's highest-value enterprise relationships. The Director will own a business exceeding $125M in revenue and be accountable for the strategy, performance, and operational excellence of the entire organization beneath them. This role involves leading leaders, setting direction, building systems, developing RVPs, and making organizational decisions that determine business performance at scale. The ideal candidate has experience managing managers, owning a large revenue number, and building the infrastructure (people, process, and culture) for durable, repeatable results.

Requirements

7+ years of enterprise sales or account management leadership, including meaningful second-line experience managing RVPs or equivalent senior leaders
Demonstrated success owning and growing a large-scale revenue organization ($100M+ preferred), with full accountability for retention, expansion, and forecast accuracy
Track record of developing strong leaders — RVPs and managers who have grown under your leadership and delivered consistent results
Deep familiarity with complex enterprise account management: multi-stakeholder relationships, executive alignment strategies, renewal and expansion cycles at seven-figure scale
Fluency with AI tools in a professional context — you actively use AI to work smarter, move faster, and make better decisions, and you can speak credibly about how your teams should do the same
Strong executive presence with the ability to engage at the CXO level both internally and externally
Analytical rigor — you use data to drive territory strategy, account prioritization, and organizational performance decisions
Excellent communication skills across formats, audiences, and contexts
High business acumen — you understand how enterprise customers operate and can connect ZoomInfo's platform to their strategic priorities at the organizational level
Ability to leverage data to make Go-To-Market decisions, prioritize accounts, and segment territories effectively.

Responsibilities

Directly manage three RVPs, each leading their own team of Strategic Account Managers. Set the performance bar, build the coaching culture, and develop your leaders into the next generation of senior talent at ZoomInfo.
Oversee the development and maintenance of strategic customer relationships, with a focus on driving retention, renewals, and identifying upselling opportunities through team execution.
Create and execute comprehensive account plans to drive consistent growth and align with company objectives.
Deliver accurate sales forecasting and pipeline management while collaborating with cross-functional teams such as marketing, product, and customer success.
Manage complex internal processes involving legal, product support, and engineering to ensure seamless account management.
Foster strong executive relationships across diverse business functions (CIO, CTO, CMO, etc.).
Develop and implement enablement programs to enhance the team’s performance and ensure consistent delivery of growth targets.
Actively leverage AI tools in your day-to-day leadership workflow — from account intelligence and pipeline analysis to executive communication, enablement development, and strategic planning. Model AI fluency for your RVPs and set the expectation that your organization operates at the frontier of what modern GTM leadership looks like.