New Business Account Executive, Mid Market

📌 Core Information

🔹 Job Title: New Business Account Executive, Mid Market

🔹 Company: ZoomInfo Technologies LLC

🔹 Location: Waltham, Massachusetts, United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: March 31, 2025

🔹 Experience Level: 2-5 years

🔹 Remote Status: Hybrid

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Driving ZoomInfo's growth through strategic engagement with mid-market organizations.
• Navigating complex decision-making structures to secure new business opportunities.
• Managing the full sales cycle from initial contact to deal closure.
• Crafting customized solutions to meet client-specific challenges and needs.

ASSUMPTION: This role focuses on high-level strategic sales within the mid-market sector, relying heavily on relationship building and tailored solutions, given the complexity of client needs and decision-making structures.

📋 Key Responsibilities

✅ Proactively identify and cultivate relationships with potential clients in the mid-market.

✅ Develop a deep understanding of client challenges and position ZoomInfo’s solutions effectively.

✅ Manage sophisticated sales cycles, including discovery discussions, presentations, and proposals.

✅ Lead negotiations for high-value deals and navigate contract complexities.

✅ Engage multiple stakeholders to ensure consensus and alignment with client goals.

✅ Maintain a robust sales pipeline and accurately forecast outcomes.

✅ Prospect into key target accounts and enrich the pipeline through strategic outreach.

✅ Collaborate with SDRs and share best practices across the sales team.

✅ Leverage CRM tools for tracking and analyzing sales activities.

✅ Continuously gather intelligence on market trends and competitor activities.

✅ Contribute strategic insights to refine offerings and enhance go-to-market strategies.

✅ Perform additional duties as required by the manager.

ASSUMPTION: This role assumes an adeptness at handling long and complex sales cycles, with a strong emphasis on multi-threading and strategic alignment to client needs across various stages.

🎯 Required Qualifications

Education: Not specified; assumed bachelor's degree based on similar industry roles.

Experience: 3+ years in prospecting and managing complex sales cycles in mid-market sectors.

Required Skills:

• Sales and negotiation
• Strategic thinking and problem-solving
• CRM proficiency and pipeline management
• Excellent communication and stakeholder engagement
• Relationship building and market intelligence

Preferred Skills:

• Experience in the software or technology sector
• Familiarity with ZoomInfo's product offerings or similar tools

ASSUMPTION: Preferred skills expect industry-specific knowledge which may enhance a candidate's performance and understanding of ZoomInfo's market.

💰 Compensation & Benefits

Salary Range: $62,500 to $105,000 base salary + variable compensation ($150,000 - $210,000 OTE)

Benefits:

• Comprehensive health benefits
• Holistic wellness programs
• Career growth and development opportunities

Working Hours: 40 hours per week, with a minimum of three days in-office required

ASSUMPTION: Compensation includes performance-based incentives, assuming candidates are highly driven by sales targets.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development

Company Size: 4,370 employees, offering a dynamic and resource-rich environment

Founded: Not specified

Company Description:

• Leader in go-to-market intelligence platforms
• Serves over 35,000 companies globally
• Strong emphasis on data privacy and security

Company Specialties:

• GTM strategy and intelligence
• Sales and marketing alignment
• Business information and data accuracy

Company Website: http://zoominfo.com

ASSUMPTION: As an industry leader, ZoomInfo provides growth potential and cutting-edge industry insights, appealing to candidates seeking a challenging and fulfilling role.

📊 Role Analysis

Career Level: Mid-level, ideal for those with 3+ years of experience

Reporting Structure: Reports likely to Sales Manager or director level, specific structure not detailed.

Work Arrangement: Hybrid, requires adaptability to office and remote work environments

Growth Opportunities:

• Potential for promotion based on sales performance
• Access to professional development programs
• Chance to influence company strategy with customer insights

ASSUMPTION: Growth is highly performance-driven, with opportunities tied closely to the successful meeting of sales targets and initiative in role.

🌍 Location & Work Environment

Office Type: Modern corporate office with collaborative spaces

Office Location(s): 275 Wyman Street, Waltham, MA

Geographic Context:

• Close to business hubs and tech industry resources
• Accessible public transportation and major highways
• Vibrant local community with diverse dining and leisure options

Work Schedule: Predominantly weekdays, standard business hours, with some flexibility

ASSUMPTION: Office environment supports tech-enabled, dynamic work processes beneficial for a high-growth technology company setting.

💼 Interview & Application Insights

Typical Process:

• Initial HR screening and assessment
• Technical and role-specific interviews
• Final interviews with senior management

Key Assessment Areas:

• Sales and negotiation expertise
• Cultural fit with company values
• Strategic thinking and problem-solving ability

Application Tips:

• Highlight past successes in mid-market sales cycles
• Demonstrate a strong understanding of ZoomInfo’s product offerings
• Emphasize adaptability and strategic sales skills

ATS Keywords: Account Executive, Mid Market, Sales, CRM, Negotiation

ASSUMPTION: Application processes value adaptability, strategic thinking, and a track record of strong sales results, likely emphasizing past achievements in similar roles.

🛠️ Tools & Technologies

• CRM platforms (e.g., Salesforce)
• Sales enablement tools
• Data analytics software

ASSUMPTION: Proficiency in CRM and data analysis tools is key, aligning with ZoomInfo's emphasis on data-driven sales processes.

👔 Cultural Fit Considerations

Company Values:

• Innovation and creativity
• Teamwork and collaboration
• Accountability and results-oriented

Work Style:

• Proactive and self-motivated
• Comfortable with complex, strategic decision-making
• Adaptable to changing business needs and environments

Self-Assessment Questions:

• Am I comfortable working in a hybrid environment?
• Can I navigate complex sales cycles?
• Am I motivated to drive strategic growth and close high-value deals?

ASSUMPTION: Cultural fit prioritizes proactive, innovative individuals who thrive in dynamic and fast-paced environments.

⚠️ Potential Challenges

• Managing long and complex sales cycles can be demanding.
• Balancing multiple stakeholder interests and making consensus is challenging.
• Requires adeptness in strategic selling and negotiation.
• Performance is closely tied to achieving substantial sales targets.

ASSUMPTION: This role demands resilience and strategic acumen, essential for thriving in a target-driven sales environment.

📈 Similar Roles Comparison

• This role offers higher strategic responsibility compared to entry-level sales positions.
• Focuses more on complex sales and tailored client engagements.
• Requires greater autonomy than roles with high managerial oversight.

ASSUMPTION: The role is positioned for those experienced in strategic market engagement rather than transactional sales.

📝 Sample Projects

• Developing a customized go-to-market strategy for a mid-sized tech firm
• Leading a cross-functional team to complete a multi-threaded sales proposal
• Executing a successful negotiation to close a high-value deal

ASSUMPTION: Sample projects require strategic thinking and the ability to execute complex sales initiatives involving multiple stakeholders.

❓ Key Questions to Ask During Interview

• What are the key challenges in the mid-market sector that ZoomInfo addresses?
• How does this role contribute to the overall sales strategy of the company?
• What does success look like for this position over the next 12 months?
• How are sales targets determined and adjusted?
• What support and training are available for continuous professional development?

ASSUMPTION: Interview questions should focus on understanding company strategies and success metrics, vital for evaluating fit and expectations.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Ensure your resume clearly highlights relevant experience and achievements
• Prepare for the initial HR screening by reviewing the job requirements
• Reach out for insights from current employees or LinkedIn connections
• Follow up with the recruitment team after applying to express continued interest

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.