Manager of Account Management (Emerging Enterprise)

ZoomInfo; Waltham (MA); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Equity RSUs

Hybrid Working Model

Vacation & Time Off

Competitive Base Pay

Annual Bonus

Job summary

ZoomInfo in Waltham, MA is seeking a Manager, Account Management (Emerging Enterprise) on the MidMarket VIP team to lead a high-performance group of eight enterprise account managers. You will coach, drive KPIs, shape territory strategy, and coordinate with marketing, product, and legal to accelerate large-scale deals while ensuring customers realize maximum value from ZoomInfo’s platform.

You will develop talent, manage performance, and own the budget and strategic planning as directed by

Qualifications

• Leadership experience driving enterprise software sales teams.
• Proven ability to coach staff to exceed targets and develop talent.
• Experience with KPI tracking, deal reviews, and territory strategy.

Responsibilities

• Lead and develop a team of eight enterprise account managers to meet revenue targets.
• Coach daily, track KPIs, run deal reviews, and optimize territory strategy.
• Build cross-functional relationships with marketing, product, customer success, legal, and engineering to accelerate deals.
• Own forecast management and translate quarterly targets into actionable priorities.

Skills

Leadership

Enterprise software sales

Coaching

Forecast management

Stakeholder engagement

Job description

• As a Manager, Account Management (Emerging Enterprise) on ZoomInfo’s MidMarket VIP team, you’ll lead a team of elite account managers working with some of the most sophisticated revenue and data organizations in the business
• Your customers aren’t just buying a platform — they’re operationalizing B2B intelligence to power their entire go-to-market motion: territory design, account prioritization, pipeline acceleration, and beyond
• You’ll be responsible for driving revenue growth, coaching your team to exceed targets, and ensuring every customer in your portfolio is extracting maximum value from ZoomInfo’s platform
• This is a role for a leader who understands enterprise selling at the highest level, knows how to develop talent, and is energized by the complexity and pace of a world-class GTM organization
• Lead and develop a team of 8 enterprise account managers — driving individual, team, and organizational revenue targets while building a culture of accountability, performance, and continuous growth
• Coach and develop your team daily — tracking KPIs, running deal reviews, and elevating the way your AMs think about territory strategy, stakeholder engagement, and value-based selling
• Develop and execute tactical account penetration strategies — account mapping, stakeholder engagement planning, competitive displacement, and expansion plays within large enterprise organizations
• Define team objectives and own forecast management — translating quarterly targets into clear daily and weekly priorities your team can execute against
• Build strong cross-functional relationships across marketing, demand generation, product, customer success, legal, deal desk, and engineering to remove friction and accelerate deals
• Manage sophisticated internal sales processes — coordinating across legal, deal desk, product marketing, and engineering to move complex enterprise deals forward
• Articulate ZoomInfo’s story and unique value proposition with conviction — connecting our platform to each customer’s GTM vision, business outcomes, and ROI
• Participate in attracting and hiring top talent — building a team that reflects the standard of excellence ZoomInfo’s enterprise customers expect
• Own budget planning, performance management, and strategic planning as directed by senior leadership

Benefits

• Benefits for the Best You - 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
• Base Pay - We attract and retain the best talent with competitive compensation that aligns with industry benchmarks and merit programs yearly for promotions and salary increases based on performance, time in role, and position to market
• Bonus - When you crush it, we like to celebrate! Bonuses are awarded annually in connection with company and individual performance
• Equity - We offer each employee a generous equity award in the form of RSUs, so they can directly feel the results and success of their hard work
• Vacation & Time Off - We know everyone’s needs are different so we offer flexible paid time off plans including an unlimited vacation option for many employees
• Hybrid Working Model - We offer flexible hybrid remote working models to promote equity, employee wellness, and work life balance

Proven success in leading an MidMarket/ Enterprise sales teamConsultative selling experience highly desirable3+ years leadership experience in enterprise software sales, 6+ years in enterprise software sales (selling to companies with 500+ employees)Can collaborate and influence in a “win as a team” environmentPrior experience working within the Software (SaaS), Data, Analytics, Business Application Space highly preferredExcellent negotiation skillsStrong engagement and communication skillsExcellent presentation and executive engagement skillsIs a trusted advisor to the customers and colleaguesConsistent track record to create impactful teams and lead them to successIf you’re a seasoned sales leader who wants to lead a team that’s genuinely changing how enterprise companies go to market — this is your seat