SMB New Business Account Executive

ZoomInfo Technologies LLC; Bethesda (MD); Hybrid; USD 51,000 - 80,000; Full time

Benefits offered by this job

Medical benefits

Parental leave

401k matching

Family forming benefits

Wellness program

Pet insurance (optional)

Job summary

ZoomInfo is seeking an SMB Account Executive to drive high-volume, high-velocity sales in the SMB sector (10-99 employees). You will close deals, prospect new clients, and manage the full sales process from initial contact to closing, with CRM and CPQ tooling to support quoting and forecasting.

This hybrid role requires a proactive, organized sales professional who can work with the SMB SDR team to schedule demos, conduct platform demonstrations, and negotiate favorable terms while meeting

Qualifications

• 1+ years of closing role experience with high-volume sales.
• Proven ability to overcome objections and close deals quickly.
• 1+ years in prospecting and self-sourcing SMB opportunities.
• Experience managing sales with ASP under $20,000 and sub-2 week cycles.
• Strong CRM and CPQ usage to track activities and quote pricing.
• Ability to analyze sales data and market trends.

Responsibilities

• Drive new SMB client acquisition through various prospecting methods.
• Manage entire sales process from first contact to close.
• Demonstrate platform and run trials to prove value.
• Engage clients throughout sales cycle to align needs with objectives.
• Negotiate terms to meet customer and revenue targets.
• Maintain accurate CRM records and opportunity stages.
• Forecast sales and adjust strategies accordingly.
• Collaborate with SMB SDR team for demos and handoffs.
• Utilize CPQ to quote prices and configurations.

Skills

Closing deals

Prospecting

CRM

CPQ tools

Negotiation

Data analysis

Sales forecasting

Tools

CPQ software

CRM systems

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.

The SMB Account Executive is focused on the SMB (small businesses with employee count of 10-99) sector and will support our growth by executing on high-volume and high-velocity sales to good fit SMBs. This role is designed for an enthusiastic, organized and proactive sales professional who thrives in a dynamic environment. Your leadership team will support your success through coaching, team-selling and strategic decision making but you will be counted on to leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs.

What You Will Do:

• Work hard to bring on new clients within the SMB sector through various prospecting methods and support from the SMB SDR team who will be scheduling you with demos as well.
• Manage the entire sales process, with support from your leadership team, from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales.
• You will conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials & data enrichment reviews, to help provide the evidence needed for these prospects to come onboard as a client.
• Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives.
• Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets.
• Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes.
• Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system.
• Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions.
• Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications.
• Ensure quotes are generated efficiently and align with internal guidelines and customer requirements.
• Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly.
• Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning.
• Performs other duties as required/assigned by manager.

What You Bring:

• 1+ years of experience in a closing role, ideally one that is high volume & velocity with a track record of exceeding your monthly quota
• Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies
• 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market
• Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks
• Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement.
• Ability to close transactions swiftly to meet the dynamic needs of the SMB sector
• Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction
• Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support
• Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately
• Ability to analyze sales data and market trends to adjust strategies and improve performance
• Eagerness to continuously improve through feedback and professional development opportunities
• Quick learner with the ability to adapt to new challenges and changes in the business environment

This is a hybrid role, working a minimum of three days per week from one of our US office locations.

What’s In It For You:

• Top notch tech stack
• Market leading product offering (check out our long list of G2 awards)
• ERG (Employee Resource Groups) to foster a diverse, inclusive workplace
• Benefits to Help You Thrive -
  • Comprehensive Medical, Dental, Vision
  • Eligibility for Future Equity Awards
  • 401k Matching (50% of the first 7% of your contribution)
  • 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers
  • Family forming benefits up to $20k, plus discounts on a Care.com membership
  • Virgin Pulse Wellness Program
  • Optional add ons such as pet insurance, legal service support, and more!

The US base salary range for this position is $50,820.00 - $79,860.00 + variable compensation + 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.

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.

$55,000 – $82,500 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.

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.