This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You will proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach.

You will also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively.

Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key responsibilities include:

• Supporting the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Developing detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conducting high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically managing all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigating complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilizing exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Working closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilizing advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrating proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborating effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Delivering precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

The ideal candidate will have:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices.

The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits.

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.

At ZoomInfo, we offer comprehensive benefits and holistic mind, body, and lifestyle programs designed for overall well-being.

Learn more about ZoomInfo benefits here.

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As an Enterprise New Business Account Executive, you will play a pivotal role in driving our strategic growth by targeting and securing high-value business opportunities within large-scale enterprises. This position requires a sophisticated blend of strategic account management, deep industry expertise, and exceptional sales acumen underpinned by a strong proficiency in MEDDIC sales principles.

You'll proactively source new opportunities, both through high-quality inbound leads and self-initiated outreach. You'll also develop and maintain detailed account plans that reflect a thorough understanding of your clients' business challenges and strategic goals, enabling tailored solutions that deliver significant value.

Additionally, your role will demand accurate sales forecasting, leveraging advanced analytical skills to predict and manage sales outcomes effectively. Through your expert management of complex sales cycles and stakeholder relationships, you will ensure sustained revenue growth and long-term partnership success.

Key Responsibilities:

• Support the end-to-end sales process, from initial engagement through to deal closure, with a focus on long-term value creation for both the client and the company.

• Develop detailed, actionable account plans that align with broader business strategies, ensuring a deep understanding of the client's business landscape, challenges, and objectives.

• Conduct high-level negotiations involving complex deal structures, often coordinating with legal, procurement, and executive teams from both sides.

• Strategically manage all aspects of the deal process, balancing client needs with business objectives to reach beneficial agreements.

• Navigate complex organizational hierarchies to engage with and align multiple stakeholders, ensuring consensus and fostering strong business relationships.

• Utilize exceptional communication skills to manage expectations and cultivate trust across diverse groups, including C-suite executives.

• Work closely with Solutions Consultants (SCs), data services teams, and other internal groups to deliver comprehensive, cohesive proposals that effectively address client needs and lead cross-functional teams in a collaborative sales approach, ensuring all team members are aligned and contributing effectively towards the sales goals.

• Utilize advanced CRM tools to manage sales activities, ensuring accurate data capture for demo dispositions, opportunity creation, and stage progression and CRM insights to effectively track, analyze, and report on sales pipeline health, ensuring accurate forecasting and strategic decision-making.

• Demonstrate proficiency in using CPQ tools to quickly and accurately configure solutions tailored to complex client requirements and ensure all proposals are compliant with company policies and profit margins, while meeting the bespoke needs of enterprise clients.

• Collaborate effectively with legal and procurement departments to ensure all contractual terms meet compliance and risk management standards and facilitate a smooth negotiation process by preemptively addressing potential legal and financial hurdles.

• Deliver precise sales forecasts by analyzing trends within the sales cycle, market conditions, and historical data and use forecasting to inform strategic planning, resource allocation, and performance metrics, enhancing overall sales effectiveness.

Requirements:

• 5+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in similar markets.

• Proven track record in enterprise-level sales, with extensive experience managing six-figure transactions in organizations with 1,000+ employees.

• Expertise in the MEDDIC sales methodology and strategic account management.

• Strong capability in high-level negotiations and interacting with C-suite executives.

• Exceptional relationship management skills, with a history of establishing and maintaining senior executive relationships.

• Strong analytical skills for effective forecasting and decision-making.

• Excellent communication and presentation skills, capable of delivering complex solutions in a clear and persuasive manner.

This is a hybrid role, working a minimum of three days per week from one of our US offices. The US base salary range for this position is $101,500.00 to $135,000.00 + variable compensation + benefits. Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience, and/or training.

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You will be contributing to the GTM strategy for our Industries team, focusing on sector-specific solutions and strategies within key verticals. The Industries team operates as a specialized set of teams focused on sector-specific solutions and strategies. This structure enables us to develop deeper domain expertise and a more prescriptive sales approach focused on the buyer and adoption journey for customers.

This is a highly consultative sales role as you will be cross-selling with our existing team of Account Executives, determining pricing strategy, and influencing the product roadmap based upon customer feedback. You will help define our solution-led selling approach, positioning us as strategic advisors, and provide a continuous feedback loop for internal teams to iterate on.

Responsibilities:

• Contribute to the Industries team GTM strategy, identifying new use cases within your assigned verticals, winning new business, and sharing feedback with cross-functional teams

• Drive strategic expansion within key accounts in established verticals and new logo acquisition within emerging verticals

• Break into new accounts and cross-sell into existing business alongside our team of Account Executives

• Own a revenue target and all aspects of the sales cycle from prospecting to close, including outbounding and engaging Tier 1 accounts

• Lead with conviction by providing clear recommendations based on deep industry expertise rather than presenting a menu of options

• Prioritize organizations that can serve as lighthouse customers and references within their industries

• Become a trusted advisor to customers, understanding their unique needs and crafting tailored AI solutions. Co-innovate with customers and sell on the product roadmap while appropriately setting expectations

• Collaborate extensively with cross-functional partners including product, engineering, legal, marketing, and Applied AI to help bring new solutions to market and provide feedback to shape roadmaps

• Develop sales collateral, proposals, and presentations to effectively position Anthropic's AI products. Continuously refine sales tactics and share best practices

You may be a good fit if you have:

• 5+ years of enterprise B2B sales experience in technology, preferably in SaaS, API solutions, or emerging technologies

• A track record of managing complex sales cycles and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions

• Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups

• Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders

• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process

• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives

• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves'' mentality. You are a true team player

• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities

• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely

Annual Salary:

$290,000 - $360,000USD

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