Account Executive - GTM Overlay

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.

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