Mid-Market, Emerging New Business Account Executive

Zoom Information, Inc.; Washington (District of Columbia); On-site; USD 62,000 - 105,000; Full time

Job summary

An established industry player is seeking a dynamic Mid Market New Business Account Executive to drive growth through strategic engagement with medium-sized organizations. This exciting role involves navigating complex decision-making structures to secure new business opportunities and crafting customized solutions that deliver substantial value. You will manage sophisticated sales cycles, negotiate high-value deals, and maintain a robust sales pipeline while collaborating with a paired SDR. Join a forward-thinking company that prioritizes employee well-being and offers comprehensive benefits, including holistic lifestyle programs, to ensure your success and growth in this pivotal position.

Benefits

Comprehensive Benefits

Holistic Mind and Body Programs

Flexible Work Hours

Remote Work Options

Qualifications

• 3+ years of experience in prospecting and self-sourcing opportunities.
• Proven track record of managing complex sales cycles and closing high-value deals.

Responsibilities

• Identify and cultivate relationships with mid-market clients.
• Manage full sales cycles from initial contact to deal closure.

Skills

Prospecting

Sales Cycle Management

Negotiation Skills

Interpersonal Skills

Strategic Thinking

Problem-Solving Skills

Education

Bachelor's Degree

Tools

CRM Tools

Sales Forecasting Tools

Job description

New Business Account Executive, Mid Market

Bethesda, Maryland, United States; Vancouver, Washington, United States; Waltham, Massachusetts, United States

As a Mid Market New Business Account Executive, you will drive the company’s growth through strategic engagement with medium-sized organizations, navigating their more complex decision-making structures to secure new business opportunities. In this role, you will focus on understanding the unique challenges and needs of mid-market clients, crafting customized solutions that deliver substantial value. Your success will be built on your ability to effectively manage full sales cycles, from initial contact through to deal closure, while orchestrating interactions with multiple stakeholders to achieve consensus and facilitate decision-making processes.

What You Will Do:

• Proactively identify and cultivate relationships with potential clients within the mid-market space, focusing on organizations with 100 to 1000 employees.
• Develop a deep understanding of the specific challenges related to the prospects' go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges.
• Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts, and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical.
• Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines.
• Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals.
• Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships.
• Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships.
• Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals.
• Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets.
• Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling, and social networking to enrich the pipeline on top of inbound leads.
• This role includes a paired SDR, with two different types of opportunities within this group - one with inbound leads and one without - each with a corresponding quota to set you up for success.
• Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths.
• Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness.
• Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector.
• Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies.
• Perform other duties as required/assigned by manager.

What You Bring:

• 3+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.
• Demonstrated experience in managing complex sales cycles within the mid-market sector, with a proven track record of closing high-value deals.
• Strong strategic thinking and problem-solving skills, capable of navigating complex buying environments.
• Exceptional negotiation and interpersonal skills, with the ability to manage and influence diverse stakeholder groups.
• Proficiency in CRM and sales forecasting tools, with a strong analytical approach to sales management.
• Dynamic, motivated individual with a persistent drive to achieve sales targets and contribute to company growth.

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 $62,500 to $105,000 + variable compensation + benefits ($150,000 - $210,000 OTE (on target earnings)).

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.

#LI-Hybrid

About us:

ZoomInfo (NASDAQ: ZI) 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 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.