Director, PE/VC & Portfolio Partnerships

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. About the Role ZoomInfo is seeking a strategic, entrepreneurial, and commercially driven Director, PE/VC & Portfolio Partnerships to build and scale a growth channel with leading private equity and venture capital firms and their portfolio companies. In this role, you will own relationships with priority sponsors and drive adoption of ZoomInfo across their portfolios, sitting at the intersection of PE/VC, AI, and enterprise go-to-market transformation. This is a founding leadership opportunity to develop executive relationships with leading PE and VC firms, establish strategic partnerships, and translate those relationships into measurable pipeline, revenue, and portfolio-wide adoption of ZoomInfo’s data, intelligence, and AI-powered solutions. You will structure and manage portfolio-wide commercial frameworks, oversee activation motions across portfolio companies, and ensure ZoomInfo delivers measurable revenue and enterprise value impact for sponsor-backed businesses. You will move the program from a largely reactive motion to a proactive, repeatable channel for new-logo acquisition, expansion, and portfolio adoption. As PE and VC firms increasingly prioritize revenue growth, operational efficiency, and AI-driven value creation, ZoomInfo has a compelling opportunity to become a strategic partner in accelerating GTM transformation across their portfolios. We are looking for a builder and commercial operator, not simply a relationship manager. This leader reports to ZoomInfo’s Vice President, Strategic Partnerships, owns the strategy and execution of the PE/VC channel, works closely with Sales, Solutions, Marketing, Product, and Customer Success, and will have the opportunity to scale the program and build a team as the business grows. Success is measured by converting PE/VC partnerships into live deployments, pipeline, and revenue across your sponsors, and by the following outcomes: - Building a proactive, repeatable PE/VC partner program that generates sourced and influenced pipeline and revenue - Increasing ZoomInfo penetration across partner portfolios, measured by portfolio adoption, live deployments, new-logo pipeline, and expansion pipeline - Establishing ZoomInfo as a preferred provider and strategic GTM partner to priority PE and VC firms - Building an operating model and team that scales without proportional headcount growth What You’ll Do Strategy and Program Ownership - Own the strategy, development, and execution of ZoomInfo’s Private Equity and Venture Capital partner program, including target-firm prioritization, recruitment, activation, and program expansion - Develop partnership frameworks, portfolio engagement playbooks, and scalable activation programs that extend beyond one-off introductions, including playbooks that extend successful engagements across additional companies in the same fund - Build the operating model and future team structure required to scale the PE/VC motion without proportional headcount growth, including future PE/VC Partner Managers as firm count and portfolio opportunity grow Sponsor and Firm Relationships - Identify, recruit, onboard, and cultivate executive-level relationships with PE and VC operating partners, portfolio operations and value-creation teams, deal teams, commercial excellence leaders, technology and data leaders, and portfolio executives - Serve as ZoomInfo’s primary day-to-day and executive contact for priority sponsors, and own and expand existing PE/VC relationships - Run recurring cadences, including firm-level business reviews, QBRs, portfolio and pipeline reviews, and executive check-ins, to surface and advance opportunities - Maintain a current view of key contacts, portfolios, and in-flight initiatives for each sponsor Commercial Frameworks and Deal Structuring - Structure, negotiate, and execute PE/VC partnership agreements, including preferred-provider pricing, portfolio-wide commercial frameworks, and lighthouse portfolio-company plays - Draft reusable cross-portfolio pricing and partnership constructs with Legal, Finance, and Revenue Operations, and maintain standardized commercial guidance so Sales has clear direction on using PE/VC frameworks in deals - Coordinate internal approvals and external sign-off with GP leadership, operating partners, and portfolio-company executives Portfolio Activation and Deployment - Build a systematic process to map portfolios and identify existing customers, whitespace, adoption, and expansion potential, and translate portfolio intelligence into account strategies for Sales and Solutions - Identify high-value use cases across portfolio companies, such as sales and marketing productivity, revenue operations, and data and AI enablement, and connect ZoomInfo’s data, intelligence, and AI capabilities to sponsor value-creation priorities, including revenue acceleration, seller productivity, and operational efficiency - Support scoping and oversee evaluation, pilot, and rollout cycles with Sales, Solutions, Customer Success, and Solutions Partners, coordinating with Product and Engineering to meet quality, security, and timeline expectations - Track and communicate deployment metrics, including adoption, usage, and revenue and efficiency impact, to sponsors and portfolio-company management teams Pipeline, Revenue, and Performance - Own pipeline development and partner-sourced and partner-influenced revenue targets for assigned sponsors, and partner with Sales to convert firm introductions and portfolio opportunities into qualified pipeline and revenue with clear handoffs and attribution - Maintain a rolling forecast of opportunities across portfolios, sourced and influenced - Ensure clean partner and opportunity data in Salesforce, and build dashboards for PE/VC-sourced and influenced pipeline, ARR, coverage, and velocity - Establish KPIs and executive governance to measure partner engagement, relationship health, portfolio penetration, pipeline, adoption, and commercial impact, and surface insights and recommendations to improve motions, offers, and enablement Enablement and Programmatic Engagement - Build and maintain concise enablement assets, including one-pagers, decks, FAQs, and playbooks for sponsors and portfolio companies - Develop case studies and portfolio-level proof points, and run enablement sessions and workshops to drive adoption - Design and execute programmatic engagement, including executive events, fireside chats, webinars, roundtables, and dinners with PE/VC and portfolio-company executives, in partnership with Marketing, Sales, and Enablement Cross-Functional Leadership - Collaborate with Sales, Solutions, Product, Marketing, Legal, Security, Revenue Operations, and Customer Success to develop business cases, move deals forward, deliver measurable customer outcomes, and feed learnings into the product roadmap - - Coordinate with Solutions Partners and implementation partners on joint delivery to ensure aligned messaging and execution Core systems and tools you may be working with: Salesforce, GSuite, Slack, Jira, Confluence, partner ecosystem and account-mapping tools, plus ZoomInfo’s own data and GTM platform. What You’ll Bring - 8+ years of experience in enterprise SaaS, fintech, strategic partnerships, business development, sales, PE or VC value creation and PE-backed operating roles, or management consulting serving PE and VC clients - Strong understanding of the private equity and venture capital ecosystem, including fund structures, GP and carry economics, value-creation playbooks, and sponsor and portfolio-company dynamics - Proven ability to establish executive relationships and convert strategic partnerships into measurable pipeline and revenue - Proven track record working with Sales to drive pipeline and revenue, including co-sell, partner-sourced deals, and complex accounts - Demonstrated success building or scaling a new business, strategic partnership program, or commercial growth initiative - Strong commercial acumen, including pricing, discounts, and deal economics, with experience negotiating strategic agreements and iterating on terms within guardrails - Experience navigating complex enterprise sales cycles and multi-stakeholder environments across funds and portfolio companies, and influencing senior decision-makers - Strong program and project management skills, including managing multiple concurrent workstreams, stakeholders, and deadlines with high attention to detail - Ability to operate as both strategist and executor across cross-portfolio deployments - Understanding of GTM technologies and data-driven revenue strategies, and fluency in AI and agentic AI concepts, with the ability to translate AI capabilities into portfolio-level value-creation narratives, including revenue growth, efficiency, and enterprise value - Excellent written and verbal communication, comfortable with C-suite-level presentations and crisp internal updates - Proven ability to build trust and alignment across internal and external stakeholders in fast-moving environments - Entrepreneurial mindset, executive presence, operational discipline, and a bias for action; scrappy, curious, and comfortable with ambiguity and shifting priorities - Passion for the potential of data and AI to transform how companies go to market Preferred Qualifications - Established relationships within private equity and venture capital firms, particularly operating partners, portfolio operations, and commercial value creation teams - Direct experience with technology partnerships with PE or VC sponsors, or with multi-entity and portfolio structures - Experience working with PE-backed or VC-backed B2B software or technology companies - Background in enterprise data, AI, revenue intelligence, or GTM technology - Experience building portfolio-wide commercial programs or scaling emerging partnership channels Comp & Benefits The US base salary range for this position is $160,622.00 - $252,406.00 + variable compensation + equity + 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. #LI-ST2 #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. 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