GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth

Episode notes

James Roth is the Chief Revenue Officer at ZoomInfo, where he oversees a global revenue engine supporting over 37,000 customers and more than $1 billion in ARR. With a background in scaling hypergrowth teams and building enterprise go-to-market machines, James has helped reposition ZoomInfo from a sales tool to the foundational data layer for modern GTM teams. Under his leadership, ZoomInfo launched Copilot, its flagship AI product, and executed a bold shift upmarket — transitioning from transactional selling to a data-first, enterprise-driven GTM strategy. Discussed in This Episode How ZoomInfo transitioned from transactional selling to enterprise go-to-market The "Good Co, Bad Co" framework for segment-specific product retention Why ZoomInfo changed its ticker symbol to GTM Launching Copilot and driving $100M revenue in under 6 months How internal AI usage became the go-to-market motion Key shifts in comp design and team segmentation for scaling upmarket Using telemetry and real-time signal tracking to measure rep effectiveness Lessons in long-term execution vs.