GTM Overlay AE: AI-Powered Upsell & Expansion (Equity)

Zoom Information, Inc.; Waltham (MA); On-site; USD 79,860 - 133,100; Full time

Job summary

ZoomInfo is seeking an Overlay Account Executive to introduce its AI-powered GTM portfolio and partner with Account Managers to unlock revenue through cross-sell and upsell within existing accounts. You will retain customers and evangelize transformative AI solutions that redefine how modern revenue teams operate.

You will own the full sales cycle, build pipeline, forecast in Salesforce, and collaborate with GTM Studio, ZI Operations, and ZoomInfo Marketing to deliver compelling product

Qualifications

• 3+ years of quota attainment, preferably exceeding targets.
• Experience with B2B Data, Data Quality & Hygiene, or BI tools.
• Experience selling to Operations/Marketing and C-suite executives.
• Collaborative team selling with Account Managers, SDRs, CSMs, and Solutions Consultants.
• Consultative, education-first selling approach.
• Strong communication, both written and verbal.
• Experience closing six-figure deals using value selling and MEDDIC.
• Data fluency and ability to tie insights to business outcomes; familiarity with AI/LLMs.

Responsibilities

• Identify expansion opportunities within existing accounts and deliver consultative client experiences.
• Generate upsell/cross-sell opportunities through outbound activity and collaboration with SDRs.
• Own the full sales cycle from qualification to closing and driving adoption.
• Maintain accurate pipeline and revenue forecasts in Salesforce.
• Deliver product demonstrations and business value conversations with executive stakeholders.
• Drive spend growth in target accounts with $50K–$500K+ ACV deals.
• Collaborate cross-functionally with marketing, ops, services, and product teams.
• Navigate complex use cases with internal resources to meet customer objectives.

Skills

Quota attainment

B2B Data

Selling to C-suite

Team selling

Consultative selling

Communication skills

MEDDIC

Data fluency

AI familiarity

Organizational skills

Adaptability

Tools

Salesforce

LeanData

D&B

ZoomInfo

Job description

ZoomInfo is seeking an Overlay Account Executive to introduce its AI-powered GTM portfolio and partner with Account Managers to unlock revenue through cross-sell and upsell within existing accounts. You will retain customers and evangelize transformative AI solutions that redefine how modern revenue teams operate.

You will own the full sales cycle, build pipeline, forecast in Salesforce, and collaborate with GTM Studio, ZI Operations, and ZoomInfo Marketing to deliver compelling product