Enterprise New Business Account Executive

ZoomInfo Technologies LLC; Maryland; Hybrid; USD 102,000 - 135,000; Full time

Job summary

ZoomInfo is seeking an Enterprise New Business Account Executive to drive strategic growth in large enterprises. You will source opportunities, build detailed account plans, and lead complex negotiations with C-suite stakeholders, leveraging MEDDIC for deep account insights.

You will collaborate with solutions consultants and cross-functional teams, manage forecasts in CRM, and deliver tailored, high-value proposals.

Qualifications

• 5+ years of enterprise sales experience and self-sourcing opportunities.
• Experience managing six-figure transactions.
• Strong MEDDIC-based account management and executive engagement.

Responsibilities

• Support end-to-end sales process through deal closure with focus on long-term value.
• Develop actionable account plans aligned with client strategies.
• Lead high-level negotiations with legal, procurement, and executives.
• Manage deal processes and stakeholder alignment.
• Engage with multiple stakeholders and align cross-functional teams.
• Use CRM to track opportunities, demo dispositions, and forecasting.
• Configure solutions with CPQ tools and ensure policy compliance.
• Collaborate with legal and procurement to address terms and risk.
• Deliver accurate sales forecasts using trend and historical data.
• Perform other duties as required.

Skills

MEDDIC methodology

Enterprise sales

C-suite negotiations

Forecasting

Relationship management

Communication skills

Presentation skills

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.

As an Enterprise New Business Account Executive, you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You'll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach. You'll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value. Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

What You Will Do:

• Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.
• Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client’s business landscape, challenges, and objectives.
• Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.
• Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.
• Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.
• Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.
• Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.
• Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.
• Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.
• Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.
• Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.
• Performs other duties as required/assigned by manager.

What You Bring:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees
• Expertise in the MEDDIC sales methodology and strategic account management
• Strong capability in high-level negotiations and interacting with C-suite executives
• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships
• Strong analytical skills for effective forecasting and decision-making
• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner

This is a hybrid role, working a minimum of three days per week from one of our US offices.

The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits

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 here.

About us:

ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, enables sales, marketing, and customer success teams to execute their go-to-market strategy with confidence. Powered by the industry's most comprehensive B2B data, including more than 100 million companies, 500 million contacts, and billions of signals, ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers.

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 here.

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.