AI-Driven Enterprise GTM Development Manager

Zoominfo; Waltham (MA); Hybrid; USD 74,000 - 116,000; Full time

Job summary

ZoomInfo is seeking a Manager, Enterprise GTM Development to lead a strategic sales development team and accelerate pipeline with AI-enabled selling. You will coach and recruit SDRs, partner with marketing, and define metrics to measure success, while shaping innovative GTM workflows.

The role blends leadership with hands-on development in a hybrid in-office setting in Waltham, MA, and offers a competitive base salary plus incentives and equity.

Qualifications

• 2+ years of management experience in Enterprise sales or sales development.
• Proven track record of delivering sales pipeline at a fast-growing company.
• Deep understanding of outbound SDR motion and motivation of early-career sellers.
• Willingness to innovate SDR role using AI and tools.

Responsibilities

• Build and train SDR team to identify, contact, and create qualified opportunities.
• Shape AI-native selling with emerging GTM workflows, agents, automation, and modern prospecting strategies.
• Learn how revenue teams use AI, data, and automation to drive pipeline at scale.
• Define performance metrics by which SDRs will be measured.
• Coach SDRs through shadowing, role plays, and 1:1 performance reviews.
• Partner with marketing and account management to develop campaigns aligned to territory plans.
• Leverage marketing and sales tactics to engage multiple buyer personas and demonstrate ZoomInfo’s value.
• Manage SDR reports and dashboards for clear stakeholder insights.
• Iterate on SDR process, campaigns, and enablement with ZoomInfo values.
• Assist with recruiting, hiring, and onboarding new SDRs.

Skills

Team management

Sales training

AI selling

Pipeline generation

KPI setting

Territory planning

Campaign development

Dashboard reporting

Process improvement

Recruiting

Onboarding

Tools

Salesforce

Outreach

ZoomInfo

Job description

ZoomInfo is seeking a Manager, Enterprise GTM Development to lead a strategic sales development team and accelerate pipeline with AI-enabled selling. You will coach and recruit SDRs, partner with marketing, and define metrics to measure success, while shaping innovative GTM workflows.

The role blends leadership with hands-on development in a hybrid in-office setting in Waltham, MA, and offers a competitive base salary plus incentives and equity.