Senior Go-to-Market Onboarding Manager

ZoomInfo; Bethesda (MD); Hybrid; USD 100,000 - 115,000; Full time

Benefits offered by this job

Annual bonus

Equity

Benefits

Job summary

ZoomInfo is seeking a Senior GTM Onboarding Manager in a hybrid role across Bethesda, MD; Vancouver, WA; or Waltham, MA. You will own comprehensive onboarding programs, align GTM objectives with ZoomInfo solutions, and partner with success, training, and integrations teams to accelerate customer value.

You will guide strategic discovery, define milestones, manage dependencies, and drive measurable outcomes while maintaining strong relationships with customers and internal stakeholders.

Qualifications

• 8+ years in onboarding, customer success, GTM consulting, solutions implementation, or PM.
• Strong understanding of B2B go-to-market strategies including sales prospecting, pipeline generation, account prioritization.
• Consultative mindset translating business challenges into actionable strategies and use cases.
• Hands-on ability to build, configure, and deploy GTM solutions.
• Excellent project management across multiple complex implementations.
• Experience with Salesforce CRM and GTM tech ecosystems.

Responsibilities

• Manage onboarding programs for a portfolio of customers with defined goals, timelines, and success metrics.
• Lead strategic discovery conversations to map GTM objectives to onboarding use cases.
• Develop and execute deployment strategies aligning customer objectives with ZoomInfo products.
• Collaborate with Customer Success, Training, Integrations to deliver cohesive onboarding experiences.
• Coordinate milestones, dependencies, and regular updates throughout the onboarding lifecycle.
• Provide strategic guidance to improve sales and marketing processes and outcomes.
• Ensure smooth handoff to Customer Success with documented objectives and wins.

Skills

GTM strategy

Project management

Stakeholder management

Sales enablement

Salesforce CRM

Tools

ZoomInfo

Job description

Senior GTM Onboarding Manager

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

Department: 864 Client Services - Onboarding

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best 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 the Senior Customer Onboarding Manager, you will be responsible for ensuring the successful execution of ZoomInfo's customer onboarding strategy and accelerating customer adoption of ZoomInfo's products and solutions. This role combines go-to-market (GTM) expertise, solution development, and project management to help customers translate business objectives into actionable use cases and measurable outcomes. The Senior GTM Onboarding Manager partners with Customer Success, Customer Training, and Customer Integrations teams to develop and execute effective onboarding plans, including goals, timelines, solution deployment, and resource coordination to accelerate value for ZoomInfo customers.

What You'll Do:

• Manage comprehensive onboarding programs for a portfolio of ZoomInfo customers, ensuring a highly organized experience with clearly defined goals, timelines, deliverables, and success metrics. Serve as a primary point of contact throughout onboarding and implementation.
• Lead strategic discovery conversations to understand customers' GTM objectives, business challenges, existing workflows, and technology environments, translating insights into actionable onboarding strategies and prioritized use cases.
• Develop and execute implementation strategies that align customer business objectives with ZoomInfo's products and capabilities, ensuring successful onboarding within defined SLAs.
• Partner with customers to assist with design, build, and deploy GTM solutions and workflows, demonstrating a hands-on approach to translating business requirements into practical, scalable solutions.
• Work directly with customers to establish expectations, define project milestones, manage dependencies, coordinate customer tasks, and provide regular updates throughout the onboarding lifecycle.
• Collaborate cross-functionally with Customer Success, Training, Integrations, and Solutions Engineering teams to deliver a cohesive implementation experience that drives product adoption and measurable business value.
• Manage multiple simultaneous onboarding projects, balancing strategic priorities, customer satisfaction, technical requirements and execution timelines while proactively identifying risks and removing obstacles.
• Serve as a strategic advisor to customers, applying GTM best practices and product expertise to recommend solutions that improve sales and marketing processes, operational efficiency, and business outcomes.
• Ensure a seamless transition to Customer Success and Account Management teams through standardized handoff documentation that captures customer objectives, deployed use cases, implementation milestones, wins, challenges, and opportunities for continued growth.
• Apply creativity, critical thinking, and strong business acumen to solve complex customer challenges, continuously improve onboarding processes, and identify opportunities to accelerate customer value.

What You Bring:

• 8+ years of experience in customer onboarding, customer success, GTM consulting, solutions implementation, and/or project management, ideally within a SaaS environment.
• Strong understanding of B2B go-to-market strategies, including sales prospecting, pipeline generation, account prioritization, territory planning, marketing operations, and revenue workflows.
• A consultative mindset with the ability to translate business challenges into actionable strategies, use cases, and technical solutions.
• Comfortable working hands-on to build, configure, and deploy solutions, with an ability to move seamlessly between strategic planning and tactical execution.
• Excellent project management skills, including the ability to manage multiple complex implementations, coordinate cross-functional stakeholders, maintain timelines, and deliver high-quality outcomes.
• Ability to manage competing priorities, rapidly adapt to changing customer needs, and proactively address project risks and dependencies.
• Strong analytical and problem-solving skills, with the ability to assess customer requirements, identify gaps, and recommend practical solutions.
• Experience developing, implementing, training, and/or supporting B2B SaaS solutions (previous experience with ZoomInfo and/or ZoomInfo certification strongly preferred).
• Strong familiarity with Salesforce CRM and an understanding of common GTM technology ecosystems, integrations, and workflows.
• Highly collaborative, organized, and execution-oriented, with excellent presentation and stakeholder management skills.
• Ability to confidently facilitate strategic customer conversations, communicate technical concepts to business audiences, and influence stakeholders at various levels.
• Self-motivated, adaptable, and comfortable operating in a fast-paced environment that values ownership, innovation, and continuous improvement.
• Superior relationship-building and communication skills, both verbal and written.

This is a hybrid position, working a minimum of three days per week from one of our office locations in Waltham, MA; Bethesda, MD; or Vancouver, WA.

The US base salary range for this position is $100,000 to $115,000 + annual bonus + equity + 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

#LI-Hybrid

About us:

ZoomInfo (NASDAQ: GTM) 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 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.