Head of Data Partnership at ZoomInfo Technologies

Job description

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen fast. Head of Data Partnerships Location: Waltham, MA | Vancouver, WA | Bethesda, MD | Remote (US) (Hybrid) ZoomInfo is seeking a Head of Data Partnerships to own how we grow our data advantage through external relationships. Our advantage is built on what we acquire as much as what we build - and this role owns the full range of ways we acquire: what we license, what we co-develop, what we trade for, what we sell alongside, and what we should own outright. Most of this is buying data, and buying it well. You will run a portfolio of hundreds of suppliers spanning company, contact, identity, and signal data across global markets - deciding which partners we invest in, which we consolidate, and which we walk away from, accountable for the coverage, accuracy, and unit economics of the whole thing. But the highest-value work is not a purchase order. It is the first-look arrangement that keeps a category away from a competitor. The revenue share that turns a cost line into a business. The co-sell motion that puts a partner's sellers in front of our buyers, and ours in front of theirs. The acquisition thesis that says this supply is too strategic to rent. You will identify those opportunities, structure them, and drive them to signature. You are equally comfortable interrogating an evaluation result and negotiating a term sheet — you design the proof that tells us whether a partner's data is actually net-new, build the business case, and run the commercial conversation to close. Success here is not deals signed. It is data availability delivered and value created: measurable improvements in coverage and quality that customers feel, revenue from partnerships that earn it, and a cost per record that gets better every year. What You'll Do (Essential Functions) Own the multi-year data supply and partnership strategy - maintain a live view of the global data market by domain and geography. Know who is emerging, who is consolidating, and where our next structural advantage comes from. Bring a point of view, not a vendor list. Make the build-buy-partner-acquire call - decide when ZoomInfo should license a source, co-develop it, structure an exclusive, build the capability internally, or pursue it as an acquisition. Defend that recommendation to executive leadership. Build and run co-sell and joint GTM motions with strategic partners, in partnership with Sales, Product Marketing, and Alliances - from the commercial construct through enablement and pipeline accountability. Source and shape acquisition opportunities - identify suppliers where owning the asset beats renting it, develop the thesis, and partner with Corporate Development through diligence and integration planning. Own the supplier portfolio end-to-end and its economics - sourcing, evaluation, onboarding, renewal, and rationalization; total portfolio cost, cost per usable record, and consolidation targets. Kill or renegotiate what is not earning its place. Design and run rigorous evaluations — define the test, measure net-new lift and accuracy against our own corpus, and produce a recommendation with numbers behind it. A partner's coverage claims are a hypothesis, not evidence. Represent ZoomInfo to partner executives - build the senior relationships that make us the first call when a partner has something worth bringing. Move deals through Legal, Privacy, Security, and Procurement without losing momentum, and ensure every source we ingest is compliant with GDPR, CCPA, and regional data protection requirements. Own the outcome after signature - partner with product and data teams through ingestion, matching, and publishing; keep the portfolio's single source of truth current; measure each partnership's impact and retire the ones that can't show it. What You Bring Required Qualifications 8+ years in data partnerships, strategic partnerships, business development, or data acquisition, with direct ownership of external relationships and their commercial outcomes Proven track record negotiating and closing third-party data agreements, including non-standard constructs — revenue share, reciprocal exchange, co-development, exclusivity, or joint go-to-market Demonstrated strategic judgment — has built a supply or partnership strategy for a category, not just executed against a requirements list Hands-on analytical ability — can independently interrogate an evaluation result, challenge a methodology, and tell the difference between a real coverage gain and a well-presented one Deep understanding of B2B data domains - firmographics, contact, identity, intent, technographics - how quality is measured (coverage, accuracy, freshness, match rate), and experience designing and defending structured evaluations Working fluency with data privacy frameworks (GDPR, CCPA) and how they constrain data sourcing, usage, and redistribution Commercial ownership - has carried a spend envelope or partnership P&L and made hard consolidation or termination calls Executive presence and cross-functional leadership - credible with a CDO or CFO audience and with partner executives; drives outcomes across product, engineering, sales, legal, and procurement without formal authority; writes a business case an executive will sign and a finding an engineer will trust Preferred Qualifications Background in business development, corporate strategy, or M&A - including sourcing, diligence, or integration of a data asset Has run a co-sell or alliance motion with revenue accountability, not just a partnership agreement Experience acquiring global data - regional suppliers, public business registries, non-US contact and company sources - and the compliance nuances that come with them Familiarity with multi-source enrichment economics (waterfalls, per-match pricing) and the identity data ecosystem Has built a partnership or vendor management operating system, not just inherited one Who Thrives Here You think in multi-year positions, not in deals. You can hold two things at once - the strategic case for why a partnership matters to where we're going, and the hard-nosed read on whether the data is actually any good. When a partner tells you they have 40 million records you don't yet have, your instinct is to design the test that proves or disproves it, not to build a slide about it. You are comfortable telling a partner no, comfortable telling your own leadership that a deal we already signed isn't working, and just as comfortable walking into a partner's executive team and proposing something neither company has done before. You would rather run one partnership all the way to measurable impact than manage twenty relationships that produce meetings. #LI-Hybrid #LI-Remote Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here . Below is the US base salary for this position. Additional compensation such as Bonus, Commission, Equity and other benefits may also apply. $143,500 — $225,500 USD About us: ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, enables sales, marketing, and customer success teams to execute their go-to-market strategy with confidence. Powered by the industry's most comprehensive B2B data, including more than 100 million companies, 500 million contacts, and billions of signals, ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers. ZoomInfo is committed to protecting your privacy when you apply for jobs with us. Please review our Job Applicant Privacy Notice for more details on how we handle your personal information. ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here . ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs, and does not discriminate based on protected status. We welcome all applicants and are committed to providing equal employment opportunities regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic protected by applicable law. We also consider qualified candidates with criminal histories in accordance with legal requirements. For Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. ZoomInfo does not administer lie detector tests to applicants in any location.

Requirements

Must-haves

Location: Waltham, MA | Vancouver, WA | Bethesda, MD | Remote (US) (Hybrid)
What You'll Do (Essential Functions)
Build and run co-sell and joint GTM motions with strategic partners, in partnership with Sales, Product Marketing, and Alliances - from the commercial construct through enablement and pipeline accountability.
Source and shape acquisition opportunities - identify suppliers where owning the asset beats renting it, develop the thesis, and partner with Corporate Development through diligence and integration planning.
Represent ZoomInfo to partner executives - build the senior relationships that make us the first call when a partner has something worth bringing.
Move deals through Legal, Privacy, Security, and Procurement without losing momentum, and ensure every source we ingest is compliant with GDPR, CCPA, and regional data protection requirements.
8+ years in data partnerships, strategic partnerships, business development, or data acquisition, with direct ownership of external relationships and their commercial outcomes
Proven track record negotiating and closing third-party data agreements, including non-standard constructs — revenue share, reciprocal exchange, co-development, exclusivity, or joint go-to-market
Demonstrated strategic judgment — has built a supply or partnership strategy for a category, not just executed against a requirements list
Hands-on analytical ability — can independently interrogate an evaluation result, challenge a methodology, and tell the difference between a real coverage gain and a well-presented one
Working fluency with data privacy frameworks (GDPR, CCPA) and how they constrain data sourcing, usage, and redistribution
Commercial ownership - has carried a spend envelope or partnership P&L and made hard consolidation or termination calls

Nice-to-haves

Background in business development, corporate strategy, or M&A - including sourcing, diligence, or integration of a data asset
Has run a co-sell or alliance motion with revenue accountability, not just a partnership agreement
Experience acquiring global data - regional suppliers, public business registries, non-US contact and company sources - and the compliance nuances that come with them
Familiarity with multi-source enrichment economics (waterfalls, per-match pricing) and the identity data ecosystem
Has built a partnership or vendor management operating system, not just inherited one
Who Thrives Here
ZoomInfo is committed to protecting your privacy when you apply for jobs with us. Please review our Job Applicant Privacy Notice for more details on how we handle your personal information.
ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here .

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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