Manager, GTM Development

About the role

You will own the end-to-end performance and growth of the Strategic Sales Development function within the GTM organization. This role is responsible for designing, executing, and optimizing the sales development strategy that fuels the enterprise pipeline. You will build and train the members of the Strategic Sales Development team to identify, contact, and create qualified opportunities with precision and efficiency. You will help shape the future of AI-native selling through exposure to emerging GTM workflows, agents, automation, and modern prospecting strategies that define market leadership. You will learn how leading revenue organizations are leveraging AI, data, and automation to drive pipeline generation at scale while maintaining strict adherence to ZoomInfo values. You will help to define performance metrics by which SDRs will be measured and ensure those metrics drive predictable, scalable growth. You will coach SDRs through shadowing, role plays, process improvement, and performance reporting in recurring 1:1s to elevate individual and team performance. You will partner with the marketing and Account Management teams to develop campaigns that align to their respective goals based on a clearly defined territory plan. You will leverage creative marketing and sales tactics to help the SDR team prospect and engage with multiple buyer personas to introduce Zoominfo's value and strengthen market positioning.

Key facts

What you'll do

• Build and train members of the Strategic Sales Development team to identify, contact, and create qualified opportunities with a structured and repeatable methodology.
• Help shape the future of AI-native selling through exposure to emerging GTM workflows, AI agents, marketing automation, and modern prospecting strategies that enhance productivity and outcomes.
• Learn how leading revenue organizations are leveraging AI, data, and automation to drive pipeline generation at scale while optimizing team efficiency and effectiveness.
• Help to define performance metrics by which SDRs will be measured, ensuring alignment with overall revenue targets and growth objectives.
• Coach SDRs through shadowing, role plays, process improvement initiatives, and performance reporting in recurring 1:1s to drive continuous skill development.
• Partner with the marketing and Account Management teams to develop integrated campaigns that align to their respective goals based on a clearly defined territory plan and market insights.
• Leverage creative marketing and sales tactics to help the SDR team prospect and engage with multiple buyer personas to effectively introduce Zoominfo's value and differentiate the brand.
• Manage SDR reports and dashboards to ensure the results they deliver can be easily understood, interpreted, and acted upon by stakeholders throughout the organization.
• Iterate on the sales development process, methodology, campaigns, hiring profiles, training, and enablement content with respect to the Zoominfo core values and evolving market demands.
• Assist with recruiting, hiring, and onboarding new Sales Development Representatives to build a high-performing, scalable team.
• Analyze pipeline health and forecast accuracy to identify gaps, mitigate risks, and drive proactive adjustments to strategy and execution.
• Collaborate with product and customer success teams to provide frontline insights that inform product positioning and customer messaging.
• Champion data-driven decision-making by testing hypotheses, measuring campaign performance, and refining tactics based on empirical results.
• Lead cross-functional initiatives that break down silos between sales, marketing, and operations for seamless execution.
• Serve as a thought partner to leadership on GTM strategy, contributing to long-term planning and capability development.

Requirements

• 2+ years management experience in Enterprise sales or sales development that demonstrates dependability, work ethic, and strong desire to lead a successful sales team.
• A proven track record of delivering sales pipeline at a fast growing company with multiple sales segments within an outbound model.
• A deep understanding of the outbound SDR motion and how to motivate early career sellers in a structured environment.
• A drive to continue innovation and evolution of the SDR role through usage of AI and other tools and disciplined process changes.
• Experience selling a GTM solution is a major plus and provides a distinct advantage in this role.
• Ability to attract, retain, and motivate exceptional team members while fostering an inclusive, high-performance culture.
• Experience prospecting into Enterprise accounts with headcounts of 1,000+ employees and navigating complex buying committees.
• Excellent active listening skills with genuine curiosity used to easily collaborate with both prospective buyers and internal stakeholders.
• A passion for customers and the desire to build authentic relationships that drive trust and long-term value.
• Have a general understanding of Zoominfo offerings and how they solve critical go-to-market problems for enterprise organizations.
• A broad knowledge of the sales technology ecosystem, including fluency with Salesforce and related CRM platforms.
• Experience with prospecting and engagement tools such as Outreach, ZoomInfo, and complementary sales stacks.
• Demonstrated ability to work effectively in a hybrid environment, with an expectation of 3 days in-office at our Waltham MA location.

Practical notes

This role is a hybrid in-office position, with an expectation of 3 days in office at our Waltham MA location. The US base salary range for this position is $73,500.00 - $115,500.00 plus variable compensation, equity, and 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.