Mid-Market Account Manager
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.
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