SMB New Business Account Executive

ZoomInfo Technologies LLC • Bethesda, MD

4d • $55,000 - $82,500 • Hybrid

About The Position

The SMB Account Executive focuses on small businesses with 10–99 employees and supports company growth by executing high-volume, high-velocity sales to well-fit SMBs. This role is suited to an enthusiastic, organized, and proactive sales professional who thrives in a dynamic environment. The leadership team provides coaching, team selling, and strategic support, while the account executive builds and nurtures relationships and develops solutions aligned with customer needs.

The role manages the sales process from prospecting and initial contact through demonstrations, negotiations, and closing. It involves using trials and data-enrichment reviews to demonstrate value, maintaining accurate CRM records, using CPQ software to prepare quotes, and forecasting sales. The position is hybrid, with at least three days per week at a US office location.

Requirements

• At least 1 year of experience in a closing role, ideally in high-volume, high-velocity sales, with a track record of exceeding monthly quota.
• Skill in overcoming objections and closing deals quickly through persuasive communication and effective sales strategies.
• At least 1 year of experience prospecting and self-sourcing opportunities, with a record of identifying and engaging potential SMB clients.
• Ability to manage sales processes with an average selling price below $20,000 and sales cycles shorter than two weeks.
• Strong focus on rapid new-client acquisition and immediate revenue growth, with urgency and efficiency in client engagement.
• Ability to close transactions swiftly to meet the needs of the SMB sector.
• Ability to handle straightforward negotiations focused primarily on pricing and terms while maintaining profitability and customer satisfaction.
• Strong interpersonal skills to foster client loyalty and retention and provide a high level of client service and support.
• Competency using CRM and CPQ tools to track sales activities and configure pricing accurately.
• Ability to analyze sales data and market trends to adjust strategies and improve performance.
• Eagerness to improve continuously through feedback and professional development opportunities.
• Ability to learn quickly and adapt to new challenges and changes in the business environment.

Responsibilities

• Win new clients in the SMB sector through multiple prospecting methods and demos scheduled with support from the SMB SDR team.
• Manage the sales process from initial contact through closing, including assessing client needs, presenting products and services, and finalizing sales.
• Demonstrate the platform and use proof-of-concept options, such as trials and data-enrichment reviews, to support prospects’ decisions.
• Engage clients throughout the sales cycle to align on their needs and business objectives.
• Negotiate with prospects and clients to finalize sales while balancing customer satisfaction and company revenue targets.
• Use effective negotiation techniques to secure favorable terms and maximize business outcomes.
• Maintain accurate CRM records of sales activities, including demo dispositions, opportunity creation, and stage progression.
• Keep the CRM database current with client interactions and sales transactions.
• Use Configure, Price, Quote (CPQ) software to prepare accurate product and service quotes tailored to client specifications.
• Generate quotes efficiently and in accordance with internal guidelines and customer requirements.
• Conduct regular sales forecasting and adjust sales strategies accordingly.
• Use forecasting tools to anticipate sales volumes and inform business decisions and operational planning.
• Perform other duties as required or assigned by the manager.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Eligibility for future equity awards.
• 401(k) matching: 50% of the first 7% of the employee’s contribution.
• 12 weeks of parental leave for primary caregivers and 4 weeks for secondary caregivers.
• Family-forming benefits up to $20,000 and discounts on a Care.com membership.
• Virgin Pulse Wellness Program.
• Optional add-ons such as pet insurance and legal service support.
• Holistic mind, body, and lifestyle programs for overall well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed