New Business Account Executive, Mid Market

ZoomInfo Technologies LLC•Bethesda, MD

6h•$55,000 - $82,500•Hybrid

About The Position

As a Mid Market New Business Account Executive at ZoomInfo, you will drive growth by engaging medium-sized organizations, understanding their go-to-market challenges, and positioning customized solutions. You will manage the full sales cycle—from prospecting and discovery through presentations, proof-of-concept requests, proposals, negotiations, and deal closure—while coordinating with multiple stakeholders and building consensus. Sales cycles typically range from two weeks to six months, with deals ranging from $15,000 to over $100,000. You will maintain and forecast a robust pipeline, prospect through outbound channels in addition to inbound leads, partner with a paired SDR, use CRM tools to analyze sales activity, and share market and competitive insights with sales and marketing teams. This is a hybrid role requiring at least three days per week in one of ZoomInfo’s US offices.

Requirements

At least 3 years of experience prospecting and self-sourcing opportunities, with a record of identifying and engaging potential clients in similar markets.
Experience managing complex mid-market sales cycles and a track record of closing high-value deals.
Strong strategic thinking and problem-solving skills for navigating complex buying environments.
Strong negotiation and interpersonal skills, including the ability to manage and influence diverse stakeholder groups.
Proficiency with CRM and sales forecasting tools, and an analytical approach to sales management.
Motivation, persistence, and drive to achieve sales targets and contribute to company growth.

Responsibilities

Identify and cultivate relationships with prospective mid-market clients, particularly organizations with 100 to 1,000 employees.
Understand prospects’ go-to-market challenges and position ZoomInfo solutions to address them.
Manage complex sales cycles, including discovery, presentations, proof-of-concept requests, multi-threading accounts, and custom proposals.
Adapt sales methods to different buying processes and timelines.
Negotiate deals ranging from $15,000 to over $100,000 while balancing client expectations and company profitability.
Navigate contract complexities and close deals while maintaining a focus on long-term client relationships.
Engage and align multiple client stakeholders, including senior executives.
Communicate the value of ZoomInfo solutions in relation to clients’ strategic goals.
Maintain a robust sales pipeline and accurately forecast outcomes to meet or exceed quarterly and annual targets.
Prospect into target accounts through email outreach, cold calling, and social networking, in addition to working inbound leads.
Partner with a paired SDR on outbound prospecting strategies and re-engagement of stalled opportunities.
Share best practices with the team and contribute to the company’s selling strategy.
Use CRM tools to track and analyze sales activities, pipeline health, and operational effectiveness.
Gather intelligence on mid-market trends, competitor activity, and potential opportunities.
Provide strategic insights to sales and marketing teams to refine offerings and go-to-market strategies.
Perform other duties as required or assigned by the manager.