Job Summary

The Vice President of Sales Development for ZoomInfo’s Revenue and Growth (R&G) business will lead and scale the organization’s efforts to drive upsell growth within our customer base. This pivotal role will report directly to the COO of GTM and focuses on equipping customers with valuable insights into how they can enhance growth in their install base and boost rep productivity using ZoomInfo’s product offerings. The successful candidate will collaborate across teams to ensure alignment with corporate objectives and consistently deliver measurable impact.

Duties & Responsibilities

Strategic Leadership and Growth

• Develop and execute comprehensive sales development strategies to drive pipeline growth and upsell opportunities within the existing customer base.
• Design and implement scalable lead generation and lead management processes tailored to drive operational efficiency and delightful customer experiences.
• Consistently meet and exceed pipeline and revenue goals by generating opportunities across multiple geographies, products, and market segments.

Team Leadership and Development

• Build, lead, and mentor high-performing sales development teams to achieve growth objectives.
• Lead hiring, onboarding, training, and ongoing coaching to develop SDRs into AE and AM contributors.
• Manage second-line and front-line Sales Development leaders, fostering a culture of accountability and transparency.
• Promote diversity, inclusion, and career growth within the team.

Cross-functional Collaboration

• Partner closely with Sales, Marketing, Revenue Enablement, Revenue Operations, and other functions to align strategies and resources.
• Partner with Sales Compensation to own and refine the commission planning process, ensuring competitive and thoughtful commission structures.
• Work with marketing leadership to enhance inbound lead qualification processes and develop effective outbound campaigns for target accounts.
• Collaborate with sales leaders to design and execute outbound campaigns aligned with revenue goals.

Operational Excellence

• Establish, monitor, and manage key performance indicators (KPIs) to measure success and optimize processes.
• Conduct in-depth analyses of pipeline data to identify opportunities for growth and improvement.
• Implement data-driven decision-making and reporting to ensure accountability and visibility across the organization.
• Partner with Business Operations, Recruiting, and People teams to manage capacity planning and promotion cycles, understand attrition trends, and develop plans to improve retention and team stability.
• Apply AI-driven technologies to drive innovation and enhance productivity within the sales development process.

Key Skills and Competencies

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• 10+ years of experience leading sales development teams in the B2B SaaS industry, including 3+ years as a second-line or third-line leader.
• Proven success managing large, high-performing teams.
• Strong track record in building and scaling sales development organizations that generate high-quality pipelines for enterprise-level growth.
• Expertise in demand generation, inbound and outbound strategies, and lead qualification processes.

Leadership Competencies

• Builds Effective Teams: Fosters strong-identity teams that apply diverse skills and perspectives.
• Drives Results: Consistently achieves results in high-pressure environments.
• Strategic Mindset: Develops innovative strategies to meet future business challenges.
• Develops Talent: Coaches team members to achieve both personal and organizational goals.
• Demonstrates Self-Awareness: Reflects on feedback to continuously improve leadership effectiveness.

Technical and Operational Skills

• Proficient in ZoomInfo, Salesforce, Outreach, and other prospecting and sales development tools.
• Strong quantitative and analytical skills for performance management.
• Exceptional communication and presentation skills, capable of influencing executives and team members alike.

Location:

• Note: this is a hybrid position - applicants must be willing and able to work from one of our office locations in Waltham-MA, Bethesda-MD, or Vancouver-WA. 
• Able to travel 1-3 times per quarter.