🕒 yesterday
Manage and grow a territory of ExxonMobil accounts by retaining customers, pursuing new and upsell opportunities, resolving issues, and tracking sales performance against quota.
Mid-Market Account Manager
🕒 yesterday
Account ManagementSolution SalesSaaS RenewalsUpselling
📜 Description
- Manage 80 to 100 mid-market accounts, guiding renewals and GTM One migrations.
- Drive off-cycle upsells and cross-sells, including workflow credits, data licensing, and intelligence solutions.
- Demonstrate platform ROI and present GTM One, workflow automation, and custom data solutions.
- Partner with RevOps and sales leadership on migration strategies, pricing guardrails, and fair use policies.
- Monitor account health and engagement, identify churn risks, and coordinate dispute resolution and expansion plans.
🛠️ Requirements
- 4+ years of account management or solution sales experience with mid-market and enterprise accounts.
- Track record of exceeding quotas and driving high net retention rates (NRR/GARR).
- Understanding of SaaS renewals, tiered pricing, and data intelligence or CRM ecosystems; Salesforce expertise preferred.
- Strong communication skills and ability to engage credibly with C-suite decision-makers and procurement teams.
- Strong organisation, resilience, self-discipline, and ability to manage complex client relationships independently.
Full 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.
Join our dynamic team as an Account Manager and lead our customers through the next evolution of ZoomInfo. In this role, you will manage an assigned book of mid-market accounts, driving successful renewals and maximising expansion through our new GTM One unified platform packaging. You will champion value realisation, navigate segment-specific migration strategies and unlock cross-sell and upsell opportunities across workflow credits, data licensing, and advanced intelligence solutions.
What You Will Do:
• Drive GTM One Adoption & Renewals: Own a strategic book of 80 to 100 mid-market accounts (100–2,000 employee headcount), securing timely renewals and guiding clients through seamless GTM One migrations aligned with 2027 renewal standards.
• Expand & Upsell via Value Realisation: Drive off-cycle upsells and cross-sells ranging from $20K to $50K+ ACV by leveraging product parity, workflow credits, and Enterprise Data License frameworks..
• Demonstrate Platform ROI: Showcase how peer organisations maximise return on investment using ZoomInfo’s unified intelligence platform, utilising Stage 0 Adoption Value Realisation frameworks.
• Execute Strategic Migration Pathways: Partner with RevOps and sales leadership to execute tier-specific migration strategies, while upholding pricing guardrails and fair use policies.
• Deliver Compelling Demonstrations: Conduct high-impact online product demonstrations highlighting GTM One capabilities, workflow automation, and custom data intelligence solutions.
• Manage Account Health & Risk: Monitor account engagement metrics, identify churn risks early, and coordinate cross-functional dispute resolution and account expansion plans.
What You Bring:
• Experience: 4+ years of successful account management or solution sales within mid-market and enterprise accounts, with a proven track record of consistently exceeding quotas and driving high net retention rates (NRR/GARR)..
• Strategic Acumen: Deep understanding of SaaS renewal motions, tiered pricing models, and data intelligence or CRM ecosystems (Salesforce expertise preferred).
• Communication & Presence: Exceptional verbal and interpersonal communication skills, with the ability to converse credibly and persuasively with C-suite decision-makers and procurement teams..
• Execution & Agility: Strong organisational skills, high energy, resilience, and a proactive “can-do” attitude in navigating complex product transitions and multi-threaded client relationships..
• Self-Drive: High degree of self-discipline, motivation, and independence required to manage a high-value territory effectively in a fast-paced, growth-oriented environment.
#LI-DB
#LI-Hybrid
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.
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