Account Executive - GTM Overlay

ZoomInfo Technologies LLC; Bethesda (MD); On-site; USD 71,000 - 112,000; Full time

Job summary

ZoomInfo is seeking an Overlay Account Executive to drive growth within our existing customer base, selling AI-powered go-to-market products and data solutions to enterprise clients.

You will partner with Account Managers, conduct strategic prospecting, deliver compelling product demos, and guide opportunities from qualification through signature. This role requires cross-functional collaboration with marketing, sales ops, and product teams, and offers competitive compensation with upside.

Qualifications

• 3+ years with proven quota attainment.
• Experience selling to C-suite and marketing ops.
• Familiarity with GTM tech platforms.

Responsibilities

• Identify expansion opportunities within existing accounts.
• Generate upsell and cross-sell opportunities.
• Lead product demos and sales cycle to close.
• Maintain accurate pipeline in Salesforce.
• Collaborate with Account Managers and SDRs.

Skills

Quota attainment

B2B Data & Data Quality

Go-To-Market tech

Collaborative selling

Consultative selling

Communication skills

Six-figure deals

Data fluency & AI

Tools

Salesforce

LeanData

D&B

ZoomInfo

Job description

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen–fast.

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen–fast.

Account Executive - GTM Overlay

As a GTM Overlay - Account Executive, you will be at the forefront of ZoomInfo's most exciting new chapter; introducing ZoomInfo’s emerging products to the market as part of our AI-powered go-to-market portfolio. Operating as an Overlay Account Executive, you will partner closely with Account Managers to unlock new revenue opportunities within existing accounts through cross-sell and upsell, retaining our customers, and evangelizing transformative AI solutions that are redefining how modern revenue teams operate. You'll work alongside driven, supportive teammates, sell proprietary data products that enterprise clients rely on, and earn competitive compensation with unlimited upside.

What You'll Do:

• Partner as an overlay specialist: Work hand-in-hand with Account Managers to identify expansion opportunities within existing accounts, retain existing accounts, co-sell strategically, and deliver a seamless, consultative client experience.
• Build and drive pipeline: Generate new upsell and cross sell opportunities through high-impact outbound activity, SDR collaboration, and strategic prospecting powered by ZoomInfo's own intelligence.
• Own the full sales experience: Perform qualification, discovery, deliver sales pitch, lead compelling product demos, navigate signature process to all the way through closing and guide prospects through every step of the buying journey with confidence and expertise.
• Forecast with precision: Maintain accurate pipeline and revenue forecasts in Salesforce, providing clear visibility into business performance.
• Be the product experts across GTM Studio, ZI Operations, and Zoominfo Marketing for the R&G Sales Organization delivering compelling product demonstrations and business value conversations with executive stakeholders.
• Increase spend into these accounts to grow them via off-cycle upsell with deal sizes ranging $50K-$500K+ ACV.
• Focus on representing the voice of the customer by working cross-functionally with marketing, sales operations, professional services, product management and other key internal stakeholders.
• Work collaboratively with an entire team of internal resources to navigate complex use cases and ensure tight alignment with customers on how ZoomInfo can help them achieve their business objectives.

What You Bring:

• 3+ years of successful and proven quota attainment - preferably a record of exceeding quota consistently
• Experience with B2B Data, Data Quality & Hygiene, Marketing Operations or Sales Operations, or business intelligence tools - Salesforce, LeanData, D&B, ZoomInfo, etc.
• Experience selling into Operations and/or Marketing personas and C-suite executives; familiarity with Go-To-Market technology and platforms (such as GTM Studio, ZoomInfo Marketing or Ringlead) is a strong plus
• Proven ability to collaborate in a team selling environment, working closely with Account Managers, Sales Development Representatives (SDRs), Customer Success Managers, and Solutions Consultants to drive co-selling initiatives and deliver comprehensive client solutions
• Consultative, education-first selling approach
• Strong Communication Skills: Excellent verbal, written, and presentation skills with the ability to simplify complex concepts for both technical and business audiences.
• Experience closing six-figure deals using value selling frameworks, point-of-view driven sales processes, and MEDDIC methodology.
• Strong data fluency with the ability to connect data insights to measurable business outcomes; familiarity with AI, LLMs, and data foundation principles with the ability to articulate their impact on organizational goals.
• Strong organizational skills, attention to detail, high energy, and a "can do" attitude, balancing multiple tasks
• Comfortable in a fast-changing environment with a desire to continuously learn new products, industries, and customer use cases.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.

In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits.

Below is the US base salary for this position. Additional compensation such as Bonus, Commission, Equity and other benefits may also apply.

71,400 — 112,200 USD

About us:

ZoomInfo (NASDAQ: GTM) is the Go-To-Market Intelligence Platform that empowers businesses to grow faster with AI-ready insights, trusted data, and advanced automation. Its solutions provide more than 35,000 companies worldwide with a complete view of their customers, making every seller their best seller.

ZoomInfo is committed to protecting your privacy when you apply for jobs with us. Please review our Job Applicant Privacy Notice for more details on how we handle your personal information.

ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available.

ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs, and does not discriminate based on protected status. We welcome all applicants and are committed to providing equal employment opportunities regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic protected by applicable law. We also consider qualified candidates with criminal histories in accordance with legal requirements.

For Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. ZoomInfo does not administer lie detector tests to applicants in any location.