Mid-Market Account Manager
ZoomInfo · London, UK
Open 6 days
Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 6d 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 5h agoon ZoomInfo's careers page
The job
- What you'd do
- Look after 80 to 100 existing customers at medium-size companies with 100 to 2,000 staff, renewing their contracts, moving them to ZoomInfo's new all-in-one package, and selling them more.
- 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
- Procurement teams at medium-size companiesIn their words: “converse credibly and persuasively with C-suite decision-makers and procurement teams”
- Where deals come from
- Mostly handed to you: inbound leads or a set list of customers.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Open 6 days.
- Company hiring
- Ramping up: posted 9 sales roles in the last 30 days.
Red lights
- Pay. No pay listed at all.
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.
What are the base and the OTE for this role?
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?
Ask hard questions. Too much is left unsaid. Make them answer before you invest.
- No pay listed at all.
Might be worth asking about this before you spend an hour on a tailored résumé.
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.
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.
#LI-DB
#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.
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.