Senior GTM Consultant

ZoomInfo Technologies LLC; Waltham (MA); Hybrid; USD 109,000 - 171,000; Full time

Job summary

ZoomInfo Technologies LLC is seeking a Senior GTM Consultant in its ZI Labs practice to lead high-value enterprise advisory engagements and pre-sales initiatives. You will drive scoping, architecture, and executive enablement while partnering with sales to secure bookings.

Ideal candidates bring 5–7+ years in professional services or GTM advisory within B2B SaaS, with strong CRM and data architecture expertise. Hybrid US-based role with comprehensive benefits and growth opportunities.

Qualifications

• 5-7+ years of progressive experience in professional services or strategic GTM advisory.
• Bachelor’s Degree in Business, Economics, Marketing, CS, or related field; MBA preferred.
• Expert understanding of GTM tech ecosystems including CRM architectures (Salesforce, HubSpot, Dynamics).
• Proven track record delivering multiple high-value client engagements with governance.
• Exceptional communication and executive presence for C-suite audiences.
• Experience authoring enterprise consulting artifacts: strategy decks, governance playbooks, maps.
• Deep expertise in change management and organizational transformation.
• Advanced GTM tech knowledge, including AI applications and intelligent automation.
• Collaborative leadership and ability to build trusted advisor relationships.

Responsibilities

• Serve as pre-sales SME and partner to Sales, scoping calls and enterprise SOWs.
• Lead complex, multi-phase enterprise consulting engagements end-to-end.
• Design GTM frameworks, playbooks, and measurement models for revenue ops.
• Architect GTM solutions with enterprise data strategy and CRM integrations.
• Assess revenue operations to identify gaps and optimization opportunities.
• Act as executive sponsor, ensure governance, and deliver quality deliverables.
• Run executive workshops to drive decisions and maintain momentum.
• Identify expansion and cross-sell opportunities within accounts.
• Mentor junior consultants and elevate practice capabilities.
• Collaborate with Product, Engineering, CX, RevOps, and Sales leadership.
• Evolve advisory methodology and service catalog for scalability.

Skills

Experience in professional services

CRM architectures

Executive presence

Communication

Documentation / artifacts

Change management

Generative AI

Leadership

Stakeholder management

Education

Bachelor’s Degree

MBA or advanced degree

Tools

Salesforce

HubSpot

Dynamics 365

Marketing automation

Sales engagement tools

Intent platforms

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 a Senior GTM Consultant within ZI Labs, the Professional Services arm of ZoomInfo, you will serve as a premier strategic advisor, practice leader, and pre-sales catalyst. In this role, you will lead our most complex, high-value enterprise consulting engagements and partner closely with the sales organization to scope, architect, and pitch transformative professional services. You will guide client organizations through large-scale revenue operations transformations, designing and executing sophisticated go-to-market strategies that drive measurable business outcomes.

ZI Labs partners with ZoomInfo’s most strategic enterprise customers to modernize their GTM motions through comprehensive advisory and execution services spanning enterprise GTM strategy, advanced data architecture, account intelligence, demand generation, and operational enablement. Our senior consultants combine elite domain expertise in sales and marketing operations with hands‑on technical architecture and pre-sales leadership to secure and deliver end-to-end transformations.

We are looking for experienced consultants who thrive in client-facing roles, possess deep domain and technical fluency, and have a proven track record of driving both pre-sales conversion and delivery excellence. As a Senior GTM Consultant, you will spearhead high-profile client engagements, partner with Account Executives in pre-sales discovery and scoping, facilitate executive-level workshops, mentor junior consulting talent, and contribute directly to the strategic evolution of the ZI Labs practice.

What You Do:

• Serve as pre-sales subject matter expert and strategic partner to Sales, participating in scoping calls, scoping discovery, custom proposal development, and enterprise SOW creation to drive services bookings.
• Lead high-visibility, complex, multi-phase enterprise consulting engagements from strategic assessment through solution architecture, implementation, and executive enablement.
• Design and deliver advanced GTM frameworks, enterprise playbooks, and quantitative measurement models that translate complex business requirements into scalable revenue operations.
• Architect and consult on sophisticated GTM solutions involving enterprise data strategy, predictive scoring models, multi-instance CRM integrations, workflow automation, audience segmentation, and global territory design.
• Conduct rigorous strategic assessments of enterprise revenue operations to identify structural capability gaps, process inefficiencies, and high-impact optimization opportunities.
• Act as primary executive sponsor and trusted advisor on key accounts, maintaining rigorous project governance, cross-functional alignment, and uncompromising deliverable quality.
• Facilitate executive-level workshops and C-suite alignment sessions to drive strategic decision-making, secure stakeholder buy-in, and maintain program momentum.
• Identify and cultivate strategic expansion and cross-sell opportunities within active client accounts, partnering with account teams to secure renewal and growth.
• Mentor and coach junior consultants and team members, sharing best practices, establishing delivery standards, and elevating overall practice capabilities.
• Collaborate with Product, Engineering, CX, RevOps, and Sales leadership to ensure solution feasibility, feed product innovation back into ZoomInfo platforms, and champion service delivery excellence.
• Drive the continuous evolution of ZI Labs’ advisory methodology, service catalog, estimation models, and consulting artifacts to enhance practice scalability and market differentiation.

What You Bring:

• 5-7+ years of progressive experience in professional services, management consulting, revenue operations, or strategic GTM advisory within B2B SaaS or enterprise technology environments.
• Bachelor’s Degree in Business, Economics, Marketing, Computer Science, or related field; MBA or advanced degree preferred.
• Expert-level understanding of enterprise GTM technology ecosystems including complex CRM architectures (Salesforce, HubSpot, Dynamics), marketing automation, sales engagement, and intent platforms.
• Proven track record of managing and successfully delivering multiple concurrent high-value client engagements with rigorous project governance and executive presence.
• Exceptional communication, executive presence, and storytelling skills with a demonstrated ability to present executive-ready deliverables and simplify complex technical concepts for C-suite audiences.
• Extensive experience authoring enterprise consulting artifacts including executive strategy decks, governance playbooks, process maps, data architecture diagrams, and implementation roadmaps.
• Deep expertise in change management frameworks with a proven track record of driving enterprise-wide adoption and organizational transformation.
• Advanced command of emerging GTM technologies, including generative AI applications, intelligent automation, and agentic workflows.
• Collaborative leadership mindset with a proven ability to build trusted advisor relationships across all organizational levels from practitioners to executive sponsors.

Nice to Have:

• Proficiency in SQL for advanced data analysis, querying, data hygiene modeling, and reporting.
• Demonstrated pre-sales experience, including partnering with sales teams on scoping, proposal development, scoping calls, and enterprise SOW creation.
• Hands‑on technical experience with cloud data warehousing platforms (Snowflake, Databricks) and enterprise data lake architectures.
• Specialized background in ABM (Account‑Based Marketing) strategy, multi‑channel orchestration, and enterprise targeting.
• Professional certifications in Salesforce (e.g., Administrator, Consultant, Architect), marketing automation platforms, or formal project management methodologies (PMP, Agile/Scrum, ScrumMaster).
• Advanced understanding of predictive modeling, machine learning scoring algorithms, entity resolution, and data deduplication methodologies in B2B GTM.

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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.

Below is the US base salary for this position. Additional compensation such as Bonus, Commission, Equity and other benefits may also apply.

$108,500-$170,500 USD

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.

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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.