Account Executive - GTM Overlay
ZoomInfo
$71,400 - $112,200 / year
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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.
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.
Account Executive - GTM Overlay
As a GTM Overlay - Account Executive, you will be at the forefront of ZoomInfo's most exciting new chapter; introducing ZoomInfo’s emerging products to the market as part of our AI-powered go-to-market portfolio. Operating as an Overlay Account Executive, you will partner closely with Account Managers to unlock new revenue opportunities within existing accounts through cross-sell and upsell, retaining our customers, and evangelizing transformative AI solutions that are redefining how modern revenue teams operate. You'll work alongside driven, supportive teammates, sell proprietary data products that enterprise clients rely on, and earn competitive compensation with unlimited upside.
What You'll Do:
- Partner as an overlay specialist: Work hand-in-hand with Account Managers to identify expansion opportunities within existing accounts, retain existing accounts, co-sell strategically, and deliver a seamless, consultative client experience.
- Build and drive pipeline: Generate new upsell and cross sell opportunities through high-impact outbound activity, SDR collaboration, and strategic prospecting powered by ZoomInfo's own intelligence.
- Own the full sales experience: Perform qualification, discovery, deliver sales pitch, lead compelling product demos, navigate signature process to all the way through closing and guide prospects through every step of the buying journey with confidence and expertise.
- Forecast with precision: Maintain accurate pipeline and revenue forecasts in Salesforce, providing clear visibility into business performance.
- Be the product experts across GTM Studio, ZI Operations, and Zoominfo Marketing for the R&G Sales Organization delivering compelling product demonstrations and business value conversations with executive stakeholders.
- Increase spend into these accounts to grow them via off-cycle upsell with deal sizes ranging $50K-$500K+ ACV.
- Focus on representing the voice of the customer by working cross-functionally with marketing, sales operations, professional services, product management and other key internal stakeholders.
- Work collaboratively with an entire team of internal resources to navigate complex use cases and ensure tight alignment with customers on how ZoomInfo can help them achieve their business objectives.
What You Bring:
- 3+ years of successful and proven quota attainment - preferably a record of exceeding quota consistently
- Experience with B2B Data, Data Quality & Hygiene, Marketing Operations or Sales Operations, or business intelligence tools - Salesforce, LeanData, D&B, ZoomInfo, etc.
- Experience selling into Operations and/or Marketing personas and C-suite executives; familiarity with Go-To-Market technology and platforms (such as GTM Studio, ZoomInfo Marketing or Ringlead) is a strong plus
- Proven ability to collaborate in a team selling environment, working closely with Account Managers, Sales Development Representatives (SDRs), Customer Success Managers, and Solutions Consultants to drive co-selling initiatives and deliver comprehensive client solutions
- Consultative, education-first selling approach
- Strong Communication Skills: Excellent verbal, written, and presentation skills with the ability to simplify complex concepts for both technical and business audiences.
- Experience closing six-figure deals using value selling frameworks, point-of-view driven sales processes, and MEDDIC methodology.
- Strong data fluency with the ability to connect data insights to measurable business outcomes; familiarity with AI, LLMs, and data foundation principles with the ability to articulate their impact on organizational goals.
- Strong organizational skills, attention to detail, high energy, and a "can do" attitude, balancing multiple tasks
- Comfortable in a fast-changing environment with a desire to continuously learn new products, industries, and customer use cases.
#LI-AP3
#LI-Hybrid
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.
About us:
ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, enables sales, marketing, and customer success teams to execute their go-to-market strategy with confidence. Powered by the industry's most comprehensive B2B data, including more than 100 million companies, 500 million contacts, and billions of signals, ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers.
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.
Benefits
- stock options
About this role
ZoomInfo is hiring an Account Executive focused on overlay selling—a role that sits between existing Account Managers and enterprise clients to unlock expansion revenue. You'll target cross-sell and upsell opportunities within current accounts, working with deal sizes from $50K to $500K+, while introducing the company's AI-powered GTM products (GTM Studio, ZI Operations, ZoomInfo Marketing) to operations, marketing, and C-suite buyers. The position demands full ownership of the sales cycle: prospecting, qualification, discovery, demos, and closing, supported by SDRs and internal resources.
Success here requires at least three years of quota-beating sales experience, ideally with exposure to B2B data, marketing operations, or sales operations tools. You should be comfortable selling to technical and executive personas, skilled at value-based and MEDDIC selling, and able to explain complex data and AI concepts in business terms. This is a collaborative role—you'll work closely with Account Managers, Solutions Consultants, and cross-functional teams to navigate customer needs and align internal resources.
Based in Bethesda and working in-office full-time, you'll earn between $71,400 and $112,200 plus commission, with the actual offer depending on your location, experience, and qualifications. The role suits someone energized by fast-paced environments, continuous learning, and a consultative, customer-focused selling approach.
How this employer is doing
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In the news
ZoomInfo Brings Enterprise Knowledge Into The GTM Context Graph Through Workbounce Acquisition, Business Wire
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Pay for this role
$71,400 to $112,200 per year
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