VALERIE OCHOA
SaaS Sales
Phoenix,AZ
Summary
Skilled account management professional with proven track record in fostering client relationships, driving revenue growth, and managing complex accounts. Known for strong focus on team collaboration, adaptability, and delivering results. Expertise includes strategic planning, client communication, and problem-solving. Highly reliable and flexible in meeting changing business needs.
Overview
10
10
years of professional experience
Work History
Enterprise Renewal Account Manager
ZoomInfo
Phoenix, AZ
07.2025 - 05.2026
- Executed enterprise account renewal and growth strategies, consistently achieving 90–125% renewal performance while identifying expansion opportunities to increase account value and net revenue retention.
- Partnered cross-functionally with Sales, Customer Success, and Leadership teams to streamline renewal workflows, improve customer outcomes, and drive 100% retention and upsell conversion rates across enterprise accounts.
- Maintained 100% accurate forecasting and pipeline execution within CRM systems (e.g., Salesforce), consistently meeting or exceeding renewal quotas, improving forecast accuracy, and maintaining strong pipeline coverage for enterprise ARR targets.
Enterprise Growth Account Manager
ZoomInfo
Phoenix, AZ
10.2023 - 07.2025
- Managed enterprise global accounts (1,000+ employees) across full-cycle sales: growth, expansion, and renewals.
- Consistently achieved 90–125% of monthly GARR quota, managing a $2M+ enterprise pipeline.
- Closed and expanded $100K+ ACV enterprise deals in complex, multi-threaded sales cycles.
- Developed strategic enterprise account plans to identify whitespace and drive upsell and cross-sell expansion.
- Built multi-threaded relationships with C-level, VP, and Director stakeholders across Sales, Marketing, Revenue Operations, and Security.
- Owned renewals and retention lifecycle, including risk mitigation and value-based contract negotiations.
- Partnered cross-functionally with BDR, Customer Success, Marketing, and Product teams to accelerate pipeline and expansion.
- Leveraged CRM and sales analytics to improve forecasting accuracy and drive data-driven GTM execution.
Sales Development Manager
Demandbase, Inc.
San Francisco, CA
09.2021 - 08.2023
- Led team merger and system migrations following the acquisition of InsideView.
- Enhanced sales development strategies, resulting in optimized performance and growth through effective coaching and supervision.
- Orchestrated sales team efforts to drive new business opportunities and expand customer accounts, increasing market share.
- Spearheaded initiatives that boosted speed-to-lead and raised MQL conversions to 75%, accelerating deal progression.
- Implemented lead tracking systems and reports spanning initial contact to deal closure.
- Mentored team members, providing guidance for career advancement.
Sales Development Manager
InsideView, A Demandbase Company
San Francisco, CA
08.2021 - 02.2022
- Managed a high-performing sales team, consistently achieving 80-125% of quota attainment.
- Established and nurtured client relationships, fostering growth in existing accounts and acquiring new ones.
- Streamlined onboarding processes, resulting in the promotion of over 25 Sales Development employees and faster ramp-up times.
- Developed standardized call scripts and prospecting materials to ensure consistent messaging.
- Collaborated with cross-functional departments to align sales development strategies.
Sales Development Representative
InsideView Technologies, Inc.
Phoenix, AZ
03.2017 - 07.2021
- Specialized in sourcing complex global opportunities with extended sales cycles.
- Consistently exceeded quarterly $875K ACV pipeline quota by 110-125%.
- Secured a $500K ACV deal and managed over $3M in pipeline value.
- Facilitated numerous small transactional sales under $10K through the Junior AE bridge program.
- Promoted to Team Lead in 2018, showcasing leadership and organizational abilities.
Education
Salesforce Sales Operations -
Coursera
Phoenix, AZ01-2026
Some College (No Degree) - Sales Management Training
Factor 8
Phoenix, AZSome College (No Degree) - Computer Technology & Science
Maricopa Community Colleges - Rio Salado Community College
Tempe, AZSkills
- Account Management
- Sales Strategy Development
- Team Leadership and Mentoring
- Customer Relationship Management
- Sales Process Optimization
- Pipeline Management
- Cross-functional Collaboration
- Communication and Negotiation
Accomplishments
- 10+ years of experience in SaaS, Enterprise Account Management, Growth Sales, or Customer Expansion roles , with a strong emphasis on renewals, retention, and net revenue expansion (NRR ownership)
- Proven success managing large enterprise portfolios ($1M+ ARR) with complex, multi-threaded stakeholder environments across Sales, Marketing, and Revenue Operations
- Deep experience driving full-cycle account growth motions : renewals, upsell, cross-sell, and platform expansion across enterprise organizations
- Strong understanding of modern B2B SaaS GTM ecosystems , including RevOps, Sales Ops, Marketing Ops, and demand generation workflows
- Hands-on experience leveraging AI-powered insights, intent data, and predictive signals to identify expansion opportunities and reduce churn risk
- Ability to translate data, usage patterns, and buyer intent signals into actionable revenue strategies
- Proven success navigating complex enterprise procurement cycles , including legal, security, and executive-level negotiations
- Strong executive presence with ability to influence C-level stakeholders and align cross-functional teams around growth strategy
- Highly analytical with fluency in CRM systems (Salesforce), sales intelligence platforms, and revenue performance metrics (NRR, GRR, CAC/LTV, pipeline velocity)
Timeline
Enterprise Renewal Account Manager
ZoomInfo
07.2025 - 05.2026
Enterprise Growth Account Manager
ZoomInfo
10.2023 - 07.2025
Sales Development Manager
Demandbase, Inc.
09.2021 - 08.2023
Sales Development Manager
InsideView, A Demandbase Company
08.2021 - 02.2022
Sales Development Representative
InsideView Technologies, Inc.
03.2017 - 07.2021
Some College (No Degree) - Computer Technology & Science
Maricopa Community Colleges - Rio Salado Community College
Some College (No Degree) - Sales Management Training
Factor 8
Salesforce Sales Operations -
Coursera