Principal GTM Consultant

ZoomInfo Technologies LLC•Waltham, MA

5d•$140,000 - $220,000•Hybrid

About The Position

As a Principal GTM Consultant within ZI Labs, the Professional Services arm of ZoomInfo, you represent our highest-tier Individual Contributor (IC) role. You will serve as an elite strategic advisor, executive thought leader, and primary pre-sales engine for our most complex enterprise pursuits. In this role, you will spearhead transformative consulting engagements while partnering directly with Sales, Product, and Professional Services leadership to shape the strategic direction, go-to-market motion, and long-term growth of the Pro Serv department. ZI Labs partners with ZoomInfo's marquee enterprise customers to revolutionize their revenue operations through comprehensive advisory and execution services spanning enterprise GTM strategy, advanced data architecture, account intelligence, demand generation, and operational enablement. Our Principal consultants combine visionary industry expertise, elite technical architecture, and executive-level pre-sales mastery to secure and deliver paradigm-shifting transformations. We are looking for a seasoned consulting leader and trusted C-suite advisor who excels in high-stakes enterprise environments, drives large figure services bookings, and is passionate about scaling professional services operations. As a Principal GTM Consultant, you will lead our flagship client engagements, architect winning pre-sales strategies and complex enterprise SOWs, mentor senior consulting talent, and actively drive departmental innovation, methodology development, and strategic catalog expansion.

Requirements

8-10+ years of progressive, strategic experience in management consulting, professional services leadership, revenue operations, or strategic GTM advisory within B2B SaaS or enterprise technology environments.
Extensive, proven track record of pre-sales leadership, including driving scoping discussions, architecting custom multi-stream solutions, presenting to C-suite buyers, and closing high-value enterprise SOWs.
Bachelor's Degree in Business, Economics, Marketing, Computer Science, or related field; MBA or advanced degree strongly preferred.
Expert-level understanding of enterprise GTM technology ecosystems, multi-instance CRM architectures (Salesforce, HubSpot, Dynamics), marketing automation, intent data, and modern data stacks.
Exceptional executive presence, C-level communication, negotiation, and storytelling skills with a demonstrated ability to influence executive stakeholders and simplify complex technical architectures.
Recognized thought leadership in authoring enterprise-grade consulting artifacts, governance frameworks, data architecture roadmaps, and strategic vision decks.
Deep expertise in enterprise change management, organizational transformation, and change enablement methodologies.
Mastery of emerging GTM technologies, including generative AI applications, intelligent agentic workflows, and automated revenue operations.
Strategic leadership mindset with a proven ability to scale advisory practices, mentor talent, and collaborate across departmental boundaries to drive business growth.

Nice To Haves

Advanced proficiency in SQL and data modeling for complex enterprise data hygiene and reconciliation analysis.
Hands-on technical background with cloud data warehousing platforms (Snowflake, Databricks) and enterprise data lake architectures.
Recognized industry thought leadership or published frameworks in ABM (Account-Based Marketing), entity resolution, or modern B2B data governance.
Professional certifications in advanced Salesforce architecture (e.g., Technical Architect, Application Architect), PMP, or Agile methodologies.

Responsibilities

Serve as a primary pre-sales subject matter expert and strategic partner to Enterprise Sales leadership, driving complex scoping discovery, custom solution architecture, executive pitch presentations, and enterprise SOW creation.
Lead our most high-visibility, complex, multi-phase enterprise consulting engagements from executive visioning through solution architecture, large-scale implementation, and organizational adoption.
Assist with departmental strategy and commercialization of new professional services offerings, packages, and activation tiers in partnership with the Pro Serv leadership.
Design and author advanced, scalable GTM frameworks, industry-specific playbooks, and strategic measurement models that redefine modern revenue operations for Fortune 500 and enterprise accounts.
Act as executive sponsor and trusted C-suite advisor on marquee accounts, maintaining rigorous governance, strategic alignment, and uncompromising deliverable quality.
Facilitate executive-level workshops, board-level alignment sessions, and strategic visioning roundtables to drive enterprise-wide transformation and secure long-term partnership value.
Partner with Product and Engineering leadership to feed customer insights and technical requirements back into ZoomInfo platforms, influencing the core product roadmap and feature development.
Cultivate strategic expansion, upsell, and renewal opportunities across top-tier accounts, driving net revenue retention (NRR) and long-term account growth.
Mentor, coach, and develop senior and mid-level consultants, establishing rigorous delivery standards, fostering technical excellence, and cultivating the next generation of practice leaders.
Drive the continuous evolution of ZI Labs' consulting methodology, estimation models, delivery tooling, and knowledge management to accelerate practice scalability and market differentiation.
Represent ZI Labs as a thought leader through executive briefings, enablement sessions, and strategic contributions to internal and external GTM communities.