Senior GTM Consultant

As a Senior GTM Consultant within ZI Labs, the Professional Services arm of ZoomInfo, you will serve as a premier strategic advisor, practice leader, and pre-sales catalyst. In this role, you will lead our most complex, high-value enterprise consulting engagements and partner closely with the sales organization to scope, architect, and pitch transformative professional services. You will guide client organizations through large-scale revenue operations transformations, designing and executing sophisticated go-to-market strategies that drive measurable business outcomes.

ZI Labs partners with ZoomInfo's most strategic enterprise customers to modernize their GTM motions through comprehensive advisory and execution services spanning enterprise GTM strategy, advanced data architecture, account intelligence, demand generation, and operational enablement. Our senior consultants combine elite domain expertise in sales and marketing operations with hands-on technical architecture and pre-sales leadership to secure and deliver end-to-end transformations.

We are looking for experienced consultants who thrive in client-facing roles, possess deep domain and technical fluency, and have a proven track record of driving both pre-sales conversion and delivery excellence. As a Senior GTM Consultant, you will spearhead high-profile client engagements, partner with Account Executives in pre-sales discovery and scoping, facilitate executive-level workshops, mentor junior consulting talent, and contribute directly to the strategic evolution of the ZI Labs practice.

What You Do:

• Serve as pre-sales subject matter expert and strategic partner to Sales, participating in scoping calls, scoping discovery, custom proposal development, and enterprise SOW creation to drive services bookings.
• Lead high-visibility, complex, multi-phase enterprise consulting engagements from strategic assessment through solution architecture, implementation, and executive enablement.
• Design and deliver advanced GTM frameworks, enterprise playbooks, and quantitative measurement models that translate complex business requirements into scalable revenue operations.
• Architect and consult on sophisticated GTM solutions involving enterprise data strategy, predictive scoring models, multi-instance CRM integrations, workflow automation, audience segmentation, and global territory design.
• Conduct rigorous strategic assessments of enterprise revenue operations to identify structural capability gaps, process inefficiencies, and high-impact optimization opportunities.
• Act as primary executive sponsor and trusted advisor on key accounts, maintaining rigorous project governance, cross-functional alignment, and uncompromising deliverable quality.
• Facilitate executive-level workshops and C-suite alignment sessions to drive strategic decision-making, secure stakeholder buy-in, and maintain program momentum.
• Identify and cultivate strategic expansion and cross-sell opportunities within active client accounts, partnering with account teams to secure renewal and growth.
• Mentor and coach junior consultants and team members, sharing best practices, establishing delivery standards, and elevating overall practice capabilities.
• Collaborate with Product, Engineering, CX, RevOps, and Sales leadership to ensure solution feasibility, feed product innovation back into ZoomInfo platforms, and champion service delivery excellence.
• Drive the continuous evolution of ZI Labs' advisory methodology, service catalog, estimation models, and consulting artifacts to enhance practice scalability and market differentiation.

What You Bring:

• 5-7+ years of progressive experience in professional services, management consulting, revenue operations, or strategic GTM advisory within B2B SaaS or enterprise technology environments.
• Bachelor's Degree in Business, Economics, Marketing, Computer Science, or related field; MBA or advanced degree preferred.
• Expert-level understanding of enterprise GTM technology ecosystems including complex CRM architectures (Salesforce, HubSpot, Dynamics), marketing automation, sales engagement, and intent platforms.
• Proven track record of managing and successfully delivering multiple concurrent high-value client engagements with rigorous project governance and executive presence.
• Exceptional communication, executive presence, and storytelling skills with a demonstrated ability to present executive-ready deliverables and simplify complex technical concepts for C-suite audiences.
• Extensive experience authoring enterprise consulting artifacts including executive strategy decks, governance playbooks, process maps, data architecture diagrams, and implementation roadmaps.
• Deep expertise in change management frameworks with a proven track record of driving enterprise-wide adoption and organizational transformation.
• Advanced command of emerging GTM technologies, including generative AI applications, intelligent automation, and agentic workflows.
• Collaborative leadership mindset with a proven ability to build trusted advisor relationships across all organizational levels from practitioners to executive sponsors.

Nice to Have:

• Proficiency in SQL for advanced data analysis, querying, data hygiene modeling, and reporting.
• Demonstrated pre-sales experience, including partnering with sales teams on scoping, proposal development, scoping calls, and enterprise SOW creation.
• Hands-on technical experience with cloud data warehousing platforms (Snowflake, Databricks) and enterprise data lake architectures.
• Specialized background in ABM (Account-Based Marketing) strategy, multi-channel orchestration, and enterprise targeting.
• Professional certifications in Salesforce (e.g., Administrator, Consultant, Architect), marketing automation platforms, or formal project management methodologies (PMP, Agile/Scrum, ScrumMaster).
• Advanced understanding of predictive modeling, machine learning scoring algorithms, entity resolution, and data deduplication methodologies in B2B GTM.
  

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