Entry-Level Positions for Aspiring Account Executives at ZoomInfo
Trent's career journey began as an "outside sales rep," gaining hands-on experience "from prospecting to closing," which proved invaluable. He highlights two entry-level options for undergraduates: outside sales, offering immediate practical experience, and Sales Development Representative (SDR), a role emphasizing "high activity" and a positive attitude, ultimately setting meetings for account executives.
Sales, Networking, Communication, Resilience, Entry-Level
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Trent Cowan
Account Executive
ZoomInfo
University of Idaho
N/A
Marketing
Technology
Sales and Client Management
Student Athlete
Video Highlights
1. "Outside sales roles offer valuable hands-on experience, despite potentially lower starting salaries."
2. "Sales Development Representative (SDR) roles are another entry point, focusing on lead generation and setting meetings for account executives."
3. "Success in SDR roles hinges on high activity levels, positivity, and a strong work ethic, rather than extensive prior knowledge."
Transcript
What entry-level positions in this field might an undergraduate college student consider?
I started my career as an outbound sales representative, handling the entire process from prospecting. I was an outside sales rep selling payroll software, initially in Vancouver, Washington, and later in Portland, Oregon.
This role covered everything from prospecting to closing deals, giving me experience with the whole sales process. It was a valuable position where I was truly boots on the ground. This was before remote work, so I was actively visiting businesses, sometimes getting turned away, but always engaging directly with people.
The outside sales role is often an entry-level position and might not have the highest salary. However, it's a great way to get your foot in the door. By doing well, you can get promoted or move to another company to earn more.
Another option is an SDR, or Sales Development Representative. We have a large SDR team at ZoomInfo. These individuals set up meetings for Account Executives like myself.
We have an inbound process where people fill out forms on our website, and the SDRs route these leads to the AEs. We also have an outbound motion where SDRs make cold calls, send emails, and use LinkedIn to reach out to prospects and schedule meetings for the AEs.
The SDR role can be very rewarding financially. However, the most crucial aspect for anyone looking to become an SDR is their attitude. You'll be cold calling, so you need to be positive and driven every single day.
Hard work is the most important factor. You don't need to be an expert on every feature of the platform or have all the answers to every question a prospect might ask. You just need a strong desire for high activity and a commitment to securing those meetings.