Item: ZoomInfo
Rating: 4.1
Author: RepVue

ZoomInfo (Nasdaq: ZI) is a global leader in go-to-market intelligence solutions. 

Our platform empowers business-to-business sales, marketing, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of contacts. The company’s large and diversified customer base consists of over 20,000 customers from global enterprises, mid-market companies, and small businesses. 

ZoomInfo

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Personality Assessment (not sure if still doing)Round 1: Director Sales + whatever one of this 4-6 team leads has calendar opening Round 2: Discovery + Demo (Director & a manager or two) Round 3: VP sign off (also may attend round 2)

I had a 60-minute interview that was broken into two 1on1 30-minute sessions. The first Sales director I met with did not do any research on me and really had no idea what my background was. Honestly did not get a very good impression of him. the second Interviewer was an AE manager he seemed more with it and engaged in our conversation. Was not the greatest first impression of the org but still hung around to see the results.

How would you describe the interview process for the role you applied for, and what should others expect, pros and cons, etc?

You don't get territories, and get to prospect into whatever you want. However, the US SDRs and AEs make a lot more than EMEA do, since the market is so big compared to EMEA. For example, previously lost deals  ('priors') are picked up heavily by the US team which are easier to book, and since the country is a lot bigger, they have a larger pool of priors to book from. Plus, ZI is a very popular company name over there, so that makes it an easier sale.

SDR —> AE (or possibly start as an AE). Promoted/Designated Managers will manage sales team. Then the Director of Sales oversees entire team; including said managers.

There are no territories or divisions. There are three main sales teams and all inbound leads are round robin-ed based on quality score.

Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Question for the chorus reps out there, how was the transition, and how does life as a chorus rep differ from those selling the core data offering?

Very thorough and helpful. Probably the best structured onboarding I have ever been a part of. Wish I could say the same about post onboarding.

How would you describe the onboarding process? / Training?

I heard there was talk of 3 days a week but now as previously mentioned it is 1 day. I do hope it becomes optional though, I find myself working way more efficiently at home.

We are all working from home until further notice. When things start to open back up they would ideally like us back in the office as a sales team to keep the culture alive, although there have been murmurs about WFH flexibility at times, which was never the case pre-covid. With that being said, be prepared to move if taking a role at Zoomainfo requires it but when we’re back in you may be able to WFH a couple of days per month.

We are being forced to return to office for a minimum of 3 days per week starting in July with a small percentage being allowed to stay remote.  Failure to return to the office will result in absenteeism and eventual termination.

The three day a week reply is completely false. All employees with be in office 1 day a week starting in Jan if you live within 30 miles of one of the main offices

What is the company telling the team about going back in the office vs. remote in the future (especially sales)?

Not that I have noticed. There is a till high energy and a consistent path to opportunities and promotions.

Yes, in terms of the SDR life, the hours have gotten significantly longer and there has been more pressure to overperform.
We are being routinely required to work 12-14 hour days (4-5 times/month) in order to hit metrics.
Work/life balance means nothing to leadership, and the “hustle” propaganda they espouse degrades moral even more.

When DO acquired ZI the DO culture took over slowly.  Aggressive sales tactics, not as much focus on taking care of the customer...this was a huge concern for ZI employees.  Not much has changed--still a good organization but the culture has become very cut throat where ZI was not like that.

People are just numbers now, it’s pretty transactional to work there.

As a new business AE, I can say changes have been mostly positive. We basically don't prospect now, meetings get booked for us all day. We have a much more serious focus on improving as reps, training, coaching, etc. There are multiple weekly call coaching/Learn To Sell calls that are mostly helpful, especially for newer guys. We close more business and the potential to make tons of money is still there, maybe improved for a lot of folks. Overall I am 9/10 happy with the culture; Our sales people are better, we're selling a more complex solution vs the contact data we sold years ago, we're landing way bigger and better deals consistently.

Absolutely. There’s always been a highly competitive, but professional culture in ZoomInfo, but now it feels like the reps are competing with their quotas and mgmt rather than with each other. Quotas doubled and tripled overnight, while our resources stayed the same. 

The executives are so hell-bent on hitting Wall Street numbers that they no longer care about the employee experience.

Hitting your number is no longer celebrated, it’s expected. Sure, it’s hard to celebrate with Covid happening, but they’re not even trying to appreciate their reps anymore.

Very cold culture, not a very fun environment since it's all WFH and they really teach you how to be a pushy sales person and a product pusher, not a problem finder and solver.  all they care about is numbers...very much turn and burn. 

Has there been any noticeable change in sales culture or pressure in the sales org since they did their IPO?

Two questions: How much cold calling do AEs have to do? How long is the sales cycle?

This is the commission structure for outbound SDR's. Inbound, I would expect to make maximum $1,000/month ($10/meeting, 100 bookings/month) commission if you are exceptional, but once you move to outbound I have known people to make anywhere from $90-130k. If you come in as an outbound rep, then you will skip the $10/meeting portion and OTE is very attainable.

What is the commission structure? I have heard SDR's get $10 per meeting, how do you attain a $20K commission if that is the structure?

ZoomInfo

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ZoomInfo

87.42

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