Manager, GTM Development

Overview

In this role, you lead and grow an outbound Sales Development team to build qualified opportunities and accelerate pipeline. You will shape AI-native selling approaches and collaborate with Marketing and Account Executives to align campaigns with territory goals. You’ll coach, measure performance, and iteratively improve the SDR motion to scale revenue. This is a fast-paced, cross-functional leadership role that supports ZoomInfo’s growth and innovative GTM strategy.

Responsibilities

• Build and train an outbound SDR team to identify, contact, and create qualified opportunities
• Shape AI-native selling and exposure to modern prospecting strategies
• Define performance metrics for SDRs and coach through shadowing, role plays, and 1:1s
• Collaborate with Marketing and AE teams to develop campaigns aligned to territory plans
• Leverage marketing and sales tactics to engage multiple buyer personas and communicate ZoomInfo’s value
• Manage SDR reports and dashboards for stakeholder visibility
• Iterate on SDR process, campaigns, hiring profiles, and enablement with ZoomInfo values
• Assist with recruiting, hiring, and onboarding new SDRs

Key requirements

• 2+ years of management experience of outbound SDR teams
• Track record of delivering sales pipeline at a fast-growing company
• Deep understanding of outbound SDR motion and motivation of early career sellers
• Drive to innovate SDR role with AI, tools, and process changes
• GTM solution experience is a plus
• Ability to attract, retain, and motivate top talent
• Experience prospecting into SMB accounts (<1,000 employees)
• Excellent active listening and collaboration with prospects and colleagues
• Passion for customers and building authentic relationships
• General understanding of ZoomInfo offerings
• Knowledge of Salesforce and sales tech ecosystem; experience with Outreach, ZoomInfo

• leadership and people management
• active listening
• curiosity and collaboration
• Salesforce
• Outreach
• ZoomInfo

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