SMB New Business Account Executive at ZoomInfo in Waltham, MA

Summary: ZoomInfo is a Go-To-Market Intelligence Platform that empowers businesses to grow faster with AI-ready insights and trusted data. The SMB Account Executive will focus on acquiring new clients within the SMB sector, managing the entire sales process from initial contact to closing, and ensuring alignment with client needs throughout the sales cycle. Responsibilities: - Work hard to bring on new clients within the SMB sector through various prospecting methods and support from the SMB SDR team who will be scheduling you with demos as well - Manage the entire sales process, with support from your leadership team, from initial contact through to closing, including assessment of client needs, presentation of products and services, and finalization of sales - You will conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials & data enrichment reviews, to help provide the evidence needed for these prospects to come onboard as a client - Engage clients throughout the sales cycle to ensure alignment and understanding of their needs and business objectives - Conduct negotiations with prospects and clients to finalize sales in a way that meets both customer satisfaction and company revenue targets - Utilize effective negotiation techniques to secure favorable terms and maximize business outcomes - Maintain accurate records of all sales activities including demo dispositions, opportunity creation, and stage progression within the CRM system - Ensure the CRM database is up-to-date and reflective of all client interactions and sales transactions - Utilize Configure, Price, Quote (CPQ) software to accurately quote prices and configurations for products and services tailored to meet client specifications - Ensure quotes are generated efficiently and align with internal guidelines and customer requirements - Conduct regular sales forecasting to predict revenue streams and adjust sales strategies accordingly - Utilize forecasting tools to manage and anticipate sales volumes, helping to inform business decisions and operational planning - Performs other duties as required/assigned by manager Required Qualifications: - 1+ years of experience in a closing role, ideally one that is high volume & velocity with a track record of exceeding your monthly quota - Skilled at overcoming objections and closing deals quickly, utilizing persuasive communication and effective sales strategies - 1+ years of experience in prospecting and self-sourcing opportunities, with a proven track record of effectively identifying and engaging potential clients in the SMB market - Demonstrated ability to manage sales processes with an Average Selling Price (ASP) of less than $20,000 and sales cycles shorter than 2 weeks - Strong focus on rapid acquisition of new clients and driving immediate revenue growth, demonstrating urgency and efficiency in client engagement - Ability to close transactions swiftly to meet the dynamic needs of the SMB sector - Ability to handle straightforward negotiations, focusing primarily on pricing and terms to secure profitable deals while maintaining customer satisfaction - Strong interpersonal skills to foster loyalty and retention, ensuring a high level of client service and support - Competency in using CRM and CPQ tools to track sales activities and configure pricing accurately - Ability to analyze sales data and market trends to adjust strategies and improve performance - Eagerness to continuously improve through feedback and professional development opportunities - Quick learner with the ability to adapt to new challenges and changes in the business environment Required Skills: Sales process management, CRM proficiency, Negotiation techniques Important Skills: CPQ software, Prospecting skills Nice-to-Have Skills: Continuous improvement Benefits: Comprehensive Medical, Dental, Vision, Eligibility for Future Equity Awards, 401k Matching (50% of the first 7% of your contribution), 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers, Family forming benefits up to $20k, plus discounts on a Care.com membership, Virgin Pulse Wellness Program, Optional add ons such as pet insurance, legal service support, and more!