Mid-Market, Emerging New Business Account Executive

ZoomInfo•Waltham, MA

63d•Hybrid

About The Position

As a Mid Market, Emerging New Business Account Executive, you will drive the company's growth through strategic engagement with medium-sized organizations, navigating their more complex decision-making structures to secure new business opportunities. In this role, you will focus on understanding the unique challenges and needs of mid-market clients, crafting customized solutions that deliver substantial value. Your success will be built on your ability to effectively manage full sales cycles, from initial contact through to deal closure, while orchestrating interactions with multiple stakeholders to achieve consensus and facilitate decision-making processes.

Requirements

3+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
Demonstrated experience in managing complex sales cycles within the mid-market sector, with a proven track record of closing high-value deals
Strong strategic thinking and problem-solving skills, capable of navigating 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, with a strong analytical approach to sales management
Dynamic, motivated individual with a persistent drive to achieve sales targets and contribute to company growth

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 the specific challenges related to the prospects go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges..
Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical.
Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines.
Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals.
Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships.
Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships.
Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals.
Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets.
Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling and social networking to enrich the pipeline on top of inbound leads.
This role includes a paired SDR, with two different types of opportunities within this group - one with inbound leads and one without - each with a corresponding quota to set you up for success.
Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths.
Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness.
Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector.
Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies.
Performs other duties as required/assigned by manager.