Senior GTM Strategy & Pre-Sales Architect

ZoomInfo Technologies LLC; Waltham (MA); Hybrid; USD 140,000 - 220,000; Full time

Job summary

ZoomInfo is seeking a Principal GTM Consultant for ZI Labs, the company’s Professional Services arm, to act as a premier strategic advisor and pre-sales engine for enterprise pursuits. You will guide multi-stream engagements, shape the go-to-market motion, and partner with Sales, Product, and Pro Serv leadership to drive growth.

The role emphasizes executive-level delivery, governance, and scalable consulting methodologies, with a focus on Fortune 500 accounts and enterprise transformations.

Qualifications

• 8-10+ years of progressive, strategic experience in management consulting, professional services leadership, revenue operations, or strategic GTM advisory within B2B SaaS or enterprise technology environments.
• Extensive, proven track record of pre-sales leadership, including driving scoping discussions, architecting custom multi-stream solutions, presenting to C-suite buyers, and closing high-value enterprise SOWs.
• Bachelor’s Degree in Business, Economics, Marketing, Computer Science, or related field; MBA or advanced degree strongly preferred.
• Expert-level understanding of enterprise GTM technology ecosystems, multi-instance CRM architectures (Salesforce, HubSpot, Dynamics), marketing automation, intent data, and modern data stacks.
• Exceptional executive presence, C-level communication, negotiation, and storytelling skills with a demonstrated ability to influence executive stakeholders and simplify complex technical architectures.
• Recognized thought leadership in authoring enterprise-grade consulting artifacts, governance frameworks, data architecture roadmaps, and strategic vision decks.
• Deep expertise in enterprise change management, organizational transformation, and change enablement methodologies.
• Mastery of emerging GTM technologies, including generative AI applications, intelligent agentic workflows, and automated revenue operations.
• Strategic leadership mindset with a proven ability to scale advisory practices, mentor talent, and collaborate across departmental boundaries to drive business growth.

Responsibilities

• Serve as a primary pre-sales subject matter expert and strategic partner to Enterprise Sales leadership, driving complex scoping discovery, custom solution architecture, executive pitch presentations, and enterprise SOW creation.
• Lead our most high-visibility, complex, multi-phase enterprise consulting engagements from executive visioning through solution architecture, large-scale implementation, and organizational adoption.
• Assist with departmental strategy and commercialization of new professional services offerings, packages, and activation tiers in partnership with the Pro Serv leadership.
• Design and author advanced, scalable GTM frameworks, industry-specific playbooks, and strategic measurement models that redefine modern revenue operations for Fortune 500 and enterprise accounts.
• Act as executive sponsor and trusted C-suite advisor on marquee accounts, maintaining rigorous governance, strategic alignment, and uncompromising deliverable quality.
• Facilitate executive-level workshops, board-level alignment sessions, and strategic visioning roundtables to drive enterprise-wide transformation and secure long-term partnership value.
• Partner with Product and Engineering leadership to feed customer insights and technical requirements back into ZoomInfo platforms, influencing the core product roadmap and feature development.
• Cultivate strategic expansion, upsell, and renewal opportunities across top-tier accounts, driving net revenue retention (NRR) and long-term account growth.
• Mentor, coach, and develop senior and mid-level consultants, establishing rigorous delivery standards, fostering technical excellence, and cultivating the next generation of practice leaders.
• Drive the continuous evolution of ZI Labs’ consulting methodology, estimation models, delivery tooling, and knowledge management to accelerate practice scalability and market differentiation.
• Represent ZI Labs as a thought leader through executive briefings, enablement sessions, and strategic contributions to internal and external GTM communities.

Skills

Pre-sales leadership

Executive communication

Strategic consulting

Mentoring

SaaS / enterprise tech

Stakeholder management

Problem solving

GTM strategy

Education

Bachelor’s Degree in Business, Economics, Marketing, Computer Science

MBA or advanced degree preferred

Tools

Salesforce

HubSpot

Dynamics

CRM systems

Job description

ZoomInfo is seeking a Principal GTM Consultant for ZI Labs, the company’s Professional Services arm, to act as a premier strategic advisor and pre-sales engine for enterprise pursuits. You will guide multi-stream engagements, shape the go-to-market motion, and partner with Sales, Product, and Pro Serv leadership to drive growth.

The role emphasizes executive-level delivery, governance, and scalable consulting methodologies, with a focus on Fortune 500 accounts and enterprise transformations.