Senior GTM Development Representative - Customer Enterprise

About the role

You own the end-to-end enterprise sales development lifecycle within assigned strategic accounts, driving expansion and new opportunity creation through consultative outreach. You partner closely with Account Managers to orchestrate coordinated campaigns that unlock incremental revenue across greenfield and existing customer bases. You act as the primary voice of the customer, translating complex business challenges into tailored ZoomInfo value narratives for C-suite and functional stakeholders. You leverage data-led insights to prioritize targets, refine messaging, and ensure every interaction moves the pipeline forward with precision. You are accountable for owning key performance indicators tied to pipeline generation, demo bookings, and opportunity progression within strict service level agreements. You collaborate with internal teams to align sales motions with product updates, competitive moves, and market feedback in real time. You champion a growth mindset by continuously testing new channels, sequences, and tactics to sustain high engagement in evolving enterprise environments.

Key facts

What you'll do

Identify and qualify expansion opportunities within existing enterprise customer accounts by analyzing usage patterns, organizational changes, and stakeholder evolution.

Conduct discovery-driven conversations that surface latent business problems across Sales, Marketing, Operations, and Recruiting departments.

Design and execute multi-threaded outreach campaigns that combine email, voice, and social touchpoints to penetrate complex enterprise organizations.

Collaborate with Account Managers to build coordinated account plans that align internal resources with customer decision-making units.

Articulate the ZoomInfo platform's strategic impact by linking data and insights to revenue growth, cost reduction, and risk mitigation outcomes.

Establish credibility and trust with executive sponsors by demonstrating deep market knowledge and awareness of industry-specific trends.

Maintain a rigorously organized prospecting pipeline using Salesforce and Outreach to ensure accurate forecasting and timely follow-up.

Leverage ZoomInfo intelligence to personalize messaging, tailor value propositions, and differentiate from generic vendor pitches.

Track and report on key performance metrics such as demo conversion rates, meeting velocity, and pipeline influence to optimize performance.

Continuously refine playbooks based on feedback from customers and internal stakeholders to improve outreach effectiveness over time.

Champion best practices across the Enterprise GTM team by mentoring peers and sharing successful engagement strategies.

Adapt to shifting market conditions, competitive pressures, and customer priorities while maintaining consistent execution of sales plans.

Partner with Product and Customer Success teams to identify use cases that resonate with target enterprises and drive stronger adoption.

Act as an operational extension of the Customer Success organization by ensuring smooth transitions from sales engagement to onboarding.

Champion data hygiene and account governance to protect customer relationships and uphold ZoomInfo's brand integrity.

Requirements

Bring a minimum of 1 year of proven experience prospecting into Enterprise level accounts with 1000+ employees, demonstrating a strong ability to uncover opportunities and engaging decision-makers.

Exhibit professional communication and writing skills to clearly articulate the value of the ZoomInfo product suite to diverse stakeholders.

Showcase the ability to assess prospects' needs, personalize outreach, and uncover high-probability opportunities that align with their business challenges.

Demonstrate experience creating, executing, and maintaining a well-structured prospecting plan that drives measurable results.

Display an eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.

Highlight experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo as a significant advantage.

Prove adaptability and the ability to thrive in a fast-paced environment, consistently generating new ways to drive engagement and pipeline growth.

Commit to working a minimum of three days per week from one of our offices in Waltham MA, Bethesda MD or Vancouver WA.

Practical notes

The US base salary range for this position is $31.25 an hour + variable compensation + benefits.

Actual compensation offered may vary based on candidate experience, location, and business needs.