• Proactively identify and cultivate relationships with potential clients within the SMB and mid-market space, focusing on organizations with 100 to 1000 employees and organizations under 100 employees with strong growth prospects. • Develop a deep understanding of the specific challenges related to the prospects go-to-market efforts and effectively position ZoomInfo solutions to solve the customer challenges. • Manage sophisticated sales cycles that range from two weeks to six months. This includes deep discovery discussions, rich presentations, managing proof of concept requests, multi-threading accounts and building custom proposals among other steps. Executing with precision and alignment to the client's needs is critical. • Employ a structured yet flexible sales approach that can adapt to various buying processes and timelines. • Lead negotiations for deals ranging from $15k to over $100k, crafting proposals that meet both client expectations and company profitability goals. • Navigate contract complexities to close deals efficiently while maintaining a focus on long-term client relationships. • Engage and align multiple stakeholders within client organizations, including senior executives, ensuring consensus and fostering strong partnerships. • Utilize excellent communication skills to articulate the value of solutions in meeting the client's strategic goals. • Maintain a robust sales pipeline, accurately forecasting sales outcomes to meet and exceed quarterly and annual targets. • Prospect into key target accounts to create new opportunities through strategic email outreach, cold calling and social networking to enrich the pipeline on top of inbound leads. • Collaboratively share best practices across the team, enhancing the overall ZoomInfo selling strategy with your strengths. • Leverage CRM tools to track and analyze sales activities, providing insights into pipeline health and operational effectiveness. • Continuously gather intelligence on market trends, competitor activities, and potential opportunities within the mid-market sector. • Contribute strategic insights to the sales and marketing teams to refine offerings and enhance go-to-market strategies. • Performs other duties as required/assigned by manager.

• Drive entire sales cycle from needs analysis, solution validation, pilot, to closing the sale • Successfully manage and overcome prospect objections • Secure both new and expansion opportunities • Solution demonstration through storytelling • Manage conversations remotely through video conferences with some travel to meet with executives • Document and update CRM based on interactions • Meet quarterly goals and add top line revenue • Contribute to scaling not only the company but play a key role in helping mature the entire Sales function as we grow

• Prospecting and acquiring new customers to ensure the company’s business expansion; • Conduct commercial visits to present products and services, identifying the best solution for the end customer; • Maintain strong relationships with the client portfolio by providing after-sales support and fostering customer loyalty; • Ensure sales volume within the assigned territory; • Negotiate and close contracts; • Participate in trade shows and commercial events; • Take part in training and development programs aimed at professional growth; • Monitor sales planning through the CRM; • Update the CRM with business interactions and visit records; • Perform related activities as required.

• Educate and advise clients to build strong and trustworthy relationships with Cleo customers • Executing a successful sales process from lead to appointment to close • Obtain feedback from clients and adjust messaging to improve downstream execution • Meet clients to discuss their needs and complete the execution of the sale • Working with SDRs and Account Managers to devise a program that meets the client's needs and budget • Negotiating with clients, solving any problems, and making sure deadlines are met • Checking and reporting on their Cleo program progress