New Business Account Executive, Enterprise

ZoomInfo Technologies•Waltham, MA

346d•$84,000 - $115,500•Hybrid

About The Position

As an Enterprise New Business Account Executive , you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles. You’ll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach. You’ll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value. Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Requirements

5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees
Expertise in the MEDDIC sales methodology and strategic account management
Strong capability in high-level negotiations and interacting with C-suite executives
Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships
Strong analytical skills for effective forecasting and decision-making
Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner

Responsibilities

Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.
Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client’s business landscape, challenges, and objectives.
Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.
Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.
Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.
Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.
Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.
Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.
Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.
Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.
Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.
Performs other duties as required/assigned by manager.