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Andrew Riesenfeld shared thisFour years ago, I joined ZoomInfo to help transform how we go to market. What I didn’t appreciate then was how much the definition of GTM itself was about to change. Today marks my four-year anniversary, and I’ve been thinking about that journey alongside a book I recently finished, Black Edge, the story of Steve Cohen and SAC Capital. One idea from the book has stuck with me: the information edge. In investing, everyone is looking at the same market. The advantage comes from seeing something others don’t, connecting things others can’t, and acting on it faster. I think the same thing is happening in GTM. For years, the edge was better data. Then it became more signals. In an AI world, I believe the edge is context. Knowing someone works at a company is data. Knowing how that company is connected, who makes up the buying committee, what’s changing inside the business, what signals they’re showing, what your team already knows, and why now might be the right time to act is context. And that matters a lot more when the consumer of that information isn’t just a seller. It’s an AI agent. This is what excites me about what we’re building at ZoomInfo. We’ve spent two decades building a reference dataset of the B2B world across companies, people and billions of signals. Now we’re connecting that external knowledge with a company’s first-party data through proprietary linkage across companies, hierarchies, people, signals and activity. That connective tissue creates the GTM Context Graph: context that people and agents can use to understand what’s happening and decide what to do next. Which brings me back to four years. I joined ZoomInfo to help drive a GTM transformation. Four years later, we’re still transforming. I used to think transformation was something you completed. I don’t anymore. Real transformation is hard. You challenge things that worked before. You get things wrong. You learn. You rebuild. And you make hard decisions while still running the business. But I’ve also learned that’s where the fun is. Building things that haven’t been built before. Solving hard problems. Learning from people who make you better. And doing it alongside people you genuinely enjoy being around. I’m incredibly grateful for the people I’ve gotten to build with over these four years, for what they’ve taught me, and for what we’re building together. Keep building. Keep transforming. And do it with people you enjoy doing it with. That’s a pretty good way to spend four years.
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Andrew Riesenfeld shared thisStrong revenue organizations never leave talent development to chance. They create clear expectations, meaningful coaching, and opportunities for people to prove they’re ready for more. That’s what Pathfinder is designed to do for ZoomInfo SDRs. We kicked off the first cohort of the program a few months ago and are just gearing up to start the third phase of their 5-phase journey. In the next module, participants build skills aligned to the careers they want to pursue, from sales and leadership to operations and customer success. We’ve already seen Pathfinder participants turn focused development into measurable progress and compensation increases. It’s been amazing to see how our investment in this program has strengthened our people and our business in such a short amount of time. If you are early in your sales career and looking for a real development roadmap, learn more about Pathfinder and apply here: https://lnkd.in/g24QPN25
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Andrew Riesenfeld shared thisThe AI race is changing. Access to the best models is no longer the constraint. The advantage is shifting to who can actually put them to work. In Issue #2 of GTM Exclusives, we looked at ZoomInfo's hiring and technology adoption data to see where companies are investing: ✔️ 1 in 13 companies experiencing hiring surges are now staffing for hands-on GenAI skills, up from 1 in 17 six months ago. ✔️ Claude mentions in those roles increased nearly 4X in two quarters. ✔️ AI adoption is up 38%, with some of the fastest growth coming from construction, insurance, financial services and law. The takeaway for GTM leaders: hiring and technology adoption are becoming powerful buying signals. When a company starts hiring AI engineers and adopting new technology, it tells you a build has started, budget exists and decisions are being made, often before traditional intent signals show up. At Zoominfo, we track 281 million job postings and 30,000+ technologies down to the role, the stack, and the budget holder. The AI opportunity is shifting from the model to implementation. And that land grab is already underway. Issue #2 of GTM Exclusives is live today → https://lnkd.in/guPXrcfE
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Andrew Riesenfeld shared thisI've watched a lot of sales orgs talk about development. Few actually build something SDRs can point to and say, "this changed my trajectory." Today, we're celebrating ZoomInfo’s first 16 SDRs to reach the 120 Points Club under Pathfinder. They put in the work, and true to what we promised, the recognition, the salary increases, and the growth, have followed. This is what separates good from great: not just having a program, but proving it delivers. Our inaugural group just proved it. To everyone still chasing 120, keep going. This is how careers in sales get accelerated. Ready to build yours? We're hiring SDRs: https://lnkd.in/g24QPN25
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Andrew Riesenfeld shared thisGTM Studio is growing fast🚀 ➡️ 2X month-over-month growth ➡️ 5X more customers building their first audience, quarter-over-quarter ➡️ 7X growth in audiences built, quarter-over-quarter Revenue teams are drowning in point solutions. One tool for intent, another for contact data, another for AI, another to actually orchestrate outreach. It's expensive, it's disjointed, and it slows you down. Customers tell us flat out they could cancel two or three other tools and just run everything through GTM Studio. That's the whole point. Best-in-class data, AI that actually builds and executes campaigns for you, all in one platform. Your team goes from idea to launch without ever leaving the tool. See why with a live, hands-on workshop on Tuesday, 11th August at 2 PM ET, where we'll build a complete GTM play from scratch and in real time. It's a practical walkthrough of how to go from audience creation to signal-based prioritization, AI-powered outreach, and an activation-ready play, all in under 30 minutes. Hosted by Kramer Hope and John Lloyd, you'll learn the building blocks to run the GTM plays that usually feel too slow or operationally complex. Leave ready to recreate the play yourself. Register here: https://okt.to/vEQyp5
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Andrew Riesenfeld shared thisSo excited about the launch of this program, Tanner Bowman 🙌 The innovation you've been driving is 🔥Andrew Riesenfeld shared thisBeing a great SDR means constantly staying ahead of the curve and having an unwavering commitment to growth. The fundamentals of great selling will always matter, but AI is creating a massive opportunity for SDRs who are willing to learn, experiment, and build. That's why myself and a few super bright SDRs Val Avila Anton Afonsky John Clinton have launched the SDR AI Lab at ZoomInfo. This isn't another training program. We already have a world-class Enablement team that does an incredible job helping our teams succeed today, shout out Megan B. & Anthony Benedettini The SDR AI Lab is a community built by SDRs, for SDRs. A place to: Share workflows and ideas Explore AI tools and agents Learn how to build with AI Experiment with automation Develop skills that will increase in value in the next 3-5 years My belief is simple: The SDRs who learn how to leverage AI, build systems, and think creatively about solving problems will create opportunities for themselves that don't exist today. Excited to see what this group builds together and grateful to work at a company that continues to invest in career development, learning, and innovation. If you're interested in learning more about becoming an SDR at Zoominfo, we are hiring! Apply here: https://lnkd.in/g9Duc5iT #AI #SDR #SalesDevelopment #GTM #CareerGrowth
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Andrew Riesenfeld shared thisGo-to-market at scale requires infrastructure that works across every tool your teams run. GTM.AI is the headless GTM context layer that connects ZoomInfo's verified intelligence to every AI agent and platform in your stack. Claude, ChatGPT, Salesforce Agentforce, HubSpot Breeze, Microsoft Copilot, and dozens more. One connection. One source of verified truth. 70% of B2B contact data goes stale each year. At machine speed and scale, bad data is an operational liability. We've spent 19 years building the infrastructure to prevent that. Now it's available everywhere. Build with GTM.AI for free today: https://gtm.ai/
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Andrew Riesenfeld shared thisEarlier today OpenAI announced that ZoomInfo is now available inside OpenAI Codex for Work, built for go-to-market teams. Sellers, Marketers, RevOps, and GTM Engineers can run ZoomInfo skills right in Codex: find target accounts with buying signals, build contact lists of decision makers, map buying committees, prep meetings, and score pipeline, all on verified data. The work happens where you already are, grounded in data you can trust. Learn more at GTM.AI ; connect to Codex here: https://lnkd.in/efgjhHGR
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Andrew Riesenfeld shared thisZoomInfo is now a native connector inside Perplexity! This is the latest step in a deliberate strategy to meet GTM teams where they’re already working. The teams pulling ahead in the agentic era aren't the ones with the most tools. They're the ones whose AI is grounded in the cleanest, most verified data, wired into every workflow they run. This follows our integrations with ChatGPT and Claude, all powered by GTM.AI and our MCP infrastructure. One authentication connects GTM teams to 500 million contacts, 100 million companies, 135 million+ verified phone numbers, and 200 million+ verified business email addresses — plus real-time firmographic, technographic, and intent signals, all through natural language. Existing customers already have access and anyone else can try it with 100 free credits. Learn more here: https://lnkd.in/g-Sqngzx
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Andrew Riesenfeld liked thisAndrew Riesenfeld liked thisAfter three amazing years at Atlassian, I’m incredibly excited to share that I’ve joined Browserbase to lead the revenue organization! Throughout my career, I’ve been most energized by companies that create new categories and change how people work. I believe we’re at another one of those inflection points. AI is rapidly moving from answering questions to taking action on your behalf. And to do so, agents need reliable infrastructure to operate the systems the world already runs on. Browserbase is building that critical layer, giving agents the ability to use the web reliably, securely, and at scale. I couldn’t be more bullish on the opportunity ahead, the team Paul Klein IV has assembled, or the category we are building. We’re hiring! If building the infrastructure for the agent economy sounds exciting to you, and you want to work with high-slope, low-ego, customer-obsessed people, I’d love to hear from you.
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Andrew Riesenfeld liked thisAndrew Riesenfeld liked thisHonored and grateful to be recognized among the top 10% of SDRs in the first half of 2026. Proud of the work that went into this and looking forward to continuing to grow!
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Andrew Riesenfeld liked thisAndrew Riesenfeld liked thisStory-18: another Playfly Sports placement. About a year after Nicolina (Kuh) O'Rorke we placed Chris Marinak as President of Playfly Sports. We had worked for years with Michael Schreiber and CEO Craig Sloan. A few years earlier, Playfly Sports had been contemplating looking for a leader and had selected a different search firm. This time, the difference was Craig Sloan. He is the most self aware CEO in sports. Craig is 100% honest with everyone, including himself and his Access Holdings Board. Most leaders default to trying to clone themselves. Craig Sloan did the opposite: he specified an operational leader, hands-on manager and technically-focused driver who could complement Playfly Sports' leadership team. It takes discipline, confidence and guts to look for people different from yourself. That's Craig Sloan. And that netted a star President from Major League Baseball (MLB) Chris Marinak. Story-19 Wednesday.
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Andrew Riesenfeld liked thisAndrew Riesenfeld liked thisRebuilding your entire life is messy business. First I got very clear on what I wanted to spend my life doing: Helping others lead more meaningful, connected lives, and helping founders solve meaningful problems that make this world a better place. That felt like a worthwhile way to spend this short human life. It could not have been more clear to me but, at the time, I had no idea how I was going to do that. That’s where the messiness starts. It felt like I was stumbling around in the dark day after day, month after month. And I had to get comfortable with almost nothing making sense for a very long time. My brain desperately wanted to just go turn on the light and start neatly organizing everything back into the way things were. That felt comfortable. It has been a daily battle to fight that urge and to stay in connection with this new alignment. I have since learned that the ‘uncomfortable darkness’ is where all the magic is. We try to rush through those periods of our life but only in those strange, in-between states, attached from our rigid goals/outcomes can we see things clearly and hear that inner wisdom inside of us. That inner wisdom guides us to what we were meant to do. In prolonged states of doing or busyness, we get detached from it (at least I did). But If we listen long enough, slowly things start coming together again. It’s messy, it’s confusing, a lot of things won’t work and then one day, it all starts to click. Everything seems to come together at once. The world responds. And maybe it doesn’t make sense to others, that’s ok, but now it all makes sense to you. I can say that I now spend all of my working hours dedicated to the mission I set forward a year ago. It’s pretty f*kn wild. If you feel like the life your living is no longer yours, or aligned with your higher calling, you can rewrite it at any time, all you have to do is get very clear on what it is you want, on who you want to serve and get comfortable in the state of ‘not-knowing’ for much, much longer than you think. Feeling grateful today for all those who have helped me along this very messy journey.
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Andrew Riesenfeld liked thisExcited to share that I was named a 1H 2026 SDR Achievers Club Qualifier! Being recognized among the top 10% of SDRs at ZoomInfo in the first half of the year is an achievement in incredibky grateful for. A huge thank you to my manager Meghan Morrison, teammates, and everyone I’ve had the opportunity to work with this year. Your support, collaboration, and encouragement have played a big part in this achievement. Grateful for the recognition and excited to continue closing out H2!
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Andrew Riesenfeld liked thisAndrew Riesenfeld liked thisFor the first time in Tableau history, we brought our 45 Tableau Community leaders together from all around the globe — Japan, Australia, Singapore, Dubai, the UK, Norway, and beyond—back to where it all started in Seattle. Tableau Visionaries and our Product & Engineering Leadership came together for a full day, immersive, Innovation Summit. We gave our Visionaries direct, hands-on experience with four major products we're launching at Dreamforce. The energy was contagious, the feedback was invaluable and the experience reinforced immense confidence in what we're building. A huge thank you to the #datafam— your passion, engagement and feedback inspires us and has always been the driving force behind what makes Tableau so special. Only 20 Days until #DF26 where we get to showcase, announce and release this innovation to our customers, partners and the #Datafam. Can't wait, stay tuned ;)
Experience & Education
Volunteer Experience
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Baseball Coach
Twin Cities Little League
- 6 years 6 months
Twin Cities Little League has taught life lessons through baseball to Larkspur and Corte Madera kids since 1955, an entirely volunteer-run league built on the virtues of character, courage, and loyalty. I coached for six years, working with kids across the age divisions as they learn the game. As a former college catcher, it's a full-circle joy: the same game that taught me how to read a field, lead a team, and take responsibility for outcomes now gives me a way to teach those same lessons to…
Twin Cities Little League has taught life lessons through baseball to Larkspur and Corte Madera kids since 1955, an entirely volunteer-run league built on the virtues of character, courage, and loyalty. I coached for six years, working with kids across the age divisions as they learn the game. As a former college catcher, it's a full-circle joy: the same game that taught me how to read a field, lead a team, and take responsibility for outcomes now gives me a way to teach those same lessons to the next generation, including my own son.
https://www.twincitiesll.com/ -
Mentor
500 Startups
- 2 years
Science and Technology
500 Startups is one of the most active seed funds and startup accelerators in the world. As a mentor, I worked with early-stage founders on the problems I know best: building their first sales motion, hiring and structuring early GTM teams, and designing repeatable pipeline generation.
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Advisory Board
Upshift Partners
- 2 years
Science and Technology
Upshift Partners provided the tools, methodologies, and systems that enabled early-stage companies to go to market quickly and efficiently. I served on the advisory board, helping shape the GTM frameworks and sales methodologies the firm brought to its portfolio of startups. It was an early opportunity to codify what I'd learned building sales development organizations into systems other companies could run.
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Volunteer
UVa Club of San Francisco
- 10 years
Education
The UVA Club of San Francisco is an active and diverse community of University of Virginia alumni living and working in the Bay Area. I volunteered with the club for nearly a decade, helping build the alumni community on the West Coast through events, networking, and keeping fellow Wahoos connected to the University.
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