Account Manager I
ZoomInfo · Bethesda, MD
Open 1 day
Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).
- Base
- $70K–$78K
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 2d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon ZoomInfo's careers page
The job
- What you'd do
- Look after about 250 existing small business customers, each with under 100 employees, keeping them and selling them more, mostly by phone across the US. Most of your new business will come through referrals from those same customers.
- What you'd sell
Helps sales teams find the right people to call
When a sales rep wants to reach a new company, they usually look up the business and hunt for the right decision-maker's name and phone number by hand. The problem is, that research eats up hours that could go to real conversations. ZoomInfo gives sellers a searchable list of companies and the people who work at them, so they can find the right person to call in minutes.
In plain English, from their own job posts. Something wrong? Tell me · More Sales & marketing companies →
- Who you'd sell to
- Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
- Where deals come from
- Mostly handed to you: inbound leads or a set list of customers.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Brand new.
- Company hiring
- Ramping up: posted 9 sales roles in the last 30 days.
Red lights
None spotted.
Green lights
- Gets leads from SDRs. You won't be building all of your own pipeline from zero.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Worth a look. Solid on the basics. Use the first call to fill in the gaps.
No red lights. 1 thing the posting doesn't say, worth asking on the first call.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at ZoomInfo ↓
Got an offer from ZoomInfo? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
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.
Are you ready to elevate your career as an SMB (small and medium business) Account Manager with ZoomInfo? We’re looking for a passionate individual to join our team and take on the thrilling role of upselling and retaining a portfolio of SMB accounts (under 100 employee headcount companies). If you're energized by the prospect of driving business growth, exceeding goals, and being an integral part of a high-performing team, this is the opportunity you've been waiting for!
What You Will Do:
- Manage a book of ~250 existing customer accounts with a focus on account retention and growth.
- Harness the power of referrals and existing relationships to unearth new business opportunities within our valued clients.
- Showcase your expertise through engaging online product demos that captivate and convert potential clients.
- Craft accurate forecasts and pipelines within Salesforce.
- Collaborate within a dynamic team environment to propel and close deals over the phone.
- Target the right people within existing clients by understanding what clients we work within key vertical markets and how we are getting their peers quick ROI
- Be the epitome of preparation in all client meetings – well-researched, knowledgeable, professional, and kind.
What You Bring:
- 2+ year of successful Account Management experience with consistent quota attainment.
- The ability to deliver a compelling message that resonates across all levels.
- Experience in transactional and solution selling, showcasing your confidence throughout the entire sales cycle.
- Outstanding interpersonal and verbal communication skills, coupled with strong organizational abilities.
- High energy and a 'can do' attitude, with the ability to balance multiple tasks effortlessly.
- Quick qualification skills and relationship-building prowess.
- Independence and motivation to thrive in a dynamic work environment.
- Working knowledge of CRM or Salesforce.com, experience with Zoominfo products or similar solutions is a plus.
What’s In It For You:
- Top notch tech stack
- Market leading product offering (check out our long list of G2 awards)
- ERG (Employee Resource Groups) to foster a diverse, inclusive workplace
- Benefits to Help You Thrive -
- 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!
This role is a hybrid position, with the option to work from home on Mondays & Fridays.
The US base salary range for this position is $70,000 - $78,000 + 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.
We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.
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.