SMB Account Executive
ZoomInfo
full-time
Posted on:
Location Type: Remote
Location: Texas • United States
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Salary
💰 $50,820 - $79,860 per year
About the role
- Proactively identify and cultivate relationships with potential clients within the SMB and mid-market space, focusing on organizations with 100 to 1000 employees and organizations under 100 employees with strong growth prospects.
- Develop a deep understanding of the specific challenges related to the prospects go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges.
- Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical.
- Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines.
- Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals.
- Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships.
- Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships.
- Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals.
- Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets.
- Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling and social networking to enrich the pipeline on top of inbound leads.
- Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths.
- Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness.
- Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector.
- Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies.
- Performs other duties as required/assigned by manager.
Requirements
- 2+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets
- Demonstrated experience in managing complex sales cycles within the mid-market sector, with a proven track record of closing high-value deals
- Strong strategic thinking and problem-solving skills, capable of navigating complex buying environments
- Exceptional negotiation and interpersonal skills, with the ability to manage and influence diverse stakeholder groups
- Proficiency in CRM and sales forecasting tools, with a strong analytical approach to sales management
- Dynamic, motivated individual with a persistent drive to achieve sales targets and contribute to company growth.
Benefits
- Comprehensive benefits
- Holistic mind, body and lifestyle programs designed for overall well-being
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales cycle managementprospectingnegotiationsales forecastingpipeline managementpresentation skillsproposal craftingmarket analysisstrategic outreachclient engagement
Soft Skills
strategic thinkingproblem-solvinginterpersonal skillscommunication skillscollaborationadaptabilityinfluencemotivationrelationship buildingteamwork