SMB New Business Account Executive

Overview

Zoom Info 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.

The SMB Account Executive is focused on the SMB (small businesses with employee count of 10-99) sector and will support our growth by executing on high-volume and high-velocity sales to good fit SMBs. This role is designed for an enthusiastic, organized and proactive sales professional who thrives in a dynamic environment. Your leadership team will support your success through coaching, team-selling and strategic decision making but you will be counted on to leverage your expertise to strategically build and nurture relationships, crafting tailored solutions that align closely with customer needs.

• 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.
• Conduct demonstrations of the platform and leverage a number of proof of concepts, such as trials and 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 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.

• 1+ years of experience in a closing role, ideally high volume and velocity with a track record of exceeding 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.

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