ZoomInfo + HubSpot
Connect ZoomInfo and HubSpot to Fill Your Revenue Pipeline Faster
Automatically enrich, sync, and act on your best prospects by integrating ZoomInfo's intelligence with HubSpot's CRM and marketing engine.
Why integrate ZoomInfo and HubSpot?
ZoomInfo and HubSpot are two of the most useful tools in a modern revenue team's stack — one delivering deep B2B intelligence, the other powering CRM, marketing automation, and sales engagement. Together, they close the gap between finding the right prospects and actually converting them. By integrating ZoomInfo with HubSpot on tray.ai, teams can automatically enrich contact and company records, trigger timely outreach, and keep their CRM current without manual data entry.
Automate & integrate ZoomInfo & HubSpot
Use case
Automated Lead Enrichment on HubSpot Contact Creation
Whenever a new contact is created in HubSpot — from a form fill, a chat conversation, or a manual entry — tray.ai instantly queries ZoomInfo to retrieve current firmographic and contact data and writes it back to the HubSpot record. Every lead your team works is fully profiled before the first outreach attempt. Reps don't need to manually research prospects or tolerate incomplete records.
Use case
Intent Signal–Triggered HubSpot Workflows
ZoomInfo's Streaming Intent feature surfaces accounts showing real-time purchase intent signals based on their online research behavior. With tray.ai, those intent spikes can automatically enroll the corresponding HubSpot contacts or companies into targeted sequences, notify the owning sales rep, or update deal stages. Your team reaches out at the exact moment prospects are actively evaluating solutions like yours.
Use case
Bulk Prospecting List Import from ZoomInfo to HubSpot
Sales development teams regularly build targeted prospect lists in ZoomInfo using filters like company revenue, headcount, technology stack, and geography. With tray.ai, those lists can be pushed directly into HubSpot as contacts and companies, complete with all enrichment fields, duplicate checks, and automatic assignment to the correct owner or territory. No more error-prone CSV export-import cycles, and data quality holds from the moment records land in HubSpot.
Use case
Ongoing CRM Data Hygiene and Record Refresh
Contact and company data decays at roughly 30% per year, which means a significant chunk of your HubSpot CRM is probably inaccurate right now. tray.ai can run scheduled enrichment jobs that query ZoomInfo for all HubSpot contacts and companies on a recurring basis, updating phone numbers, email addresses, job titles, and company headcount whenever ZoomInfo has newer data. Your CRM stays clean without any manual effort from your operations team.
Use case
Account-Based Marketing Segment Sync
ABM programs depend on precisely defined target account lists that reflect real firmographic criteria. tray.ai lets marketing teams define an ideal customer profile in ZoomInfo, automatically push matching companies into HubSpot as target accounts, and enroll them in the appropriate HubSpot marketing workflows or ad audiences. As ZoomInfo refreshes its data, account lists in HubSpot update accordingly, keeping ABM campaigns aligned with your ICP.
Use case
New HubSpot Deal Enrichment with ZoomInfo Company Intelligence
When a new deal is created in HubSpot, tray.ai triggers an automatic lookup of the associated company in ZoomInfo to pull in the latest revenue figures, employee count, funding rounds, technologies used, and relevant decision-maker contacts. Account executives get full account context the moment an opportunity opens, which cuts pre-call research time and sharpens deal strategy from the first conversation.
Use case
Churn Risk and Re-Engagement Identification
When ZoomInfo detects significant changes at a company — leadership turnover, funding events, layoffs, or a shift in technology stack — those signals can indicate risk or opportunity within your existing customer base. tray.ai can monitor ZoomInfo for such changes at companies that are active customers in HubSpot, then alert the owning CSM, create a HubSpot task, or enroll the account in a re-engagement workflow before the change affects retention.
Get started with ZoomInfo & HubSpot integration today
ZoomInfo & HubSpot Challenges
What challenges are there when working with ZoomInfo & HubSpot and how will using Tray.ai help?
Challenge
Data Field Mapping Between ZoomInfo and HubSpot
ZoomInfo uses its own data schema and field naming conventions that don't map one-to-one with HubSpot's default contact and company properties. Teams that try to integrate the two systems manually often end up with misaligned fields, data landing in the wrong properties, or custom HubSpot properties that never get populated because the mapping logic is hardcoded in scripts that break with API updates.
How Tray.ai Can Help:
tray.ai provides a visual field mapping interface that lets operations teams define and maintain the exact mapping between ZoomInfo response fields and HubSpot contact, company, and deal properties — including custom properties. Mappings live in the workflow itself and can be updated without engineering support, and tray.ai handles type conversion and null value logic to prevent bad data from being written to HubSpot.
Challenge
Avoiding Duplicate Records When Importing ZoomInfo Prospects
One of the most common outcomes of a poorly designed ZoomInfo-to-HubSpot integration is duplicate contact and company records. Without solid matching logic, every import run risks creating a second or third copy of an existing contact, fragmenting CRM history and corrupting pipeline data.
How Tray.ai Can Help:
tray.ai workflows can be configured with multi-step deduplication logic that searches HubSpot for existing contacts by email address, then by name and company domain, before deciding whether to create or update a record. Fuzzy matching rules, configurable merge strategies, and conditional branching ensure that incoming ZoomInfo records are always reconciled against existing HubSpot data rather than blindly created.
Challenge
Managing ZoomInfo API Rate Limits During Bulk Enrichment
ZoomInfo's API enforces rate limits and credit-based consumption on enrichment calls, which creates a real problem when you're trying to enrich thousands of HubSpot records in a single batch. Naive integrations either hit rate limit errors that cause partial failures or burn through monthly credit allocations unexpectedly.
How Tray.ai Can Help:
tray.ai includes built-in rate limit handling that automatically throttles requests to ZoomInfo's API, introduces configurable delays between calls, and uses retry logic with exponential backoff when limits are hit. Operations teams can also configure batch sizes and scheduling windows in tray.ai to spread enrichment jobs across off-peak hours, so credits are consumed predictably and enrichment completes successfully.
Challenge
Keeping HubSpot Lifecycle Stages and Lead Scores Accurate After Enrichment
When ZoomInfo enrichment updates company size, industry, or job title fields on a HubSpot contact, those changes should often trigger re-evaluation of that contact's lead score or lifecycle stage. Standard enrichment integrations simply update the data fields without triggering downstream HubSpot logic, leaving scores and stages stale.
How Tray.ai Can Help:
tray.ai workflows can detect which ZoomInfo-sourced fields changed during an enrichment update and conditionally trigger HubSpot workflow enrollments or property updates that kick off re-scoring logic. A job title change from 'Manager' to 'VP' or a company growth event detected by ZoomInfo translates into an updated lead score and the appropriate lifecycle stage transition in HubSpot — no manual intervention needed.
Challenge
Handling Unmatched or Low-Confidence ZoomInfo Records
Not every HubSpot contact or company will have a confident match in ZoomInfo — particularly for international contacts, small businesses, or records with incomplete information. Without explicit handling of low-confidence or null results, enrichment workflows can overwrite valid HubSpot data with empty fields or wrong matches, degrading CRM data quality.
How Tray.ai Can Help:
tray.ai lets teams define confidence thresholds and conditional logic that govern what happens when a ZoomInfo match isn't found or returns below a specified confidence score. Workflows can be configured to skip the update, flag the HubSpot record for manual review with a custom property, or route the record to a HubSpot list for follow-up — so only high-confidence ZoomInfo data ever gets written to production CRM records.
Start using our pre-built ZoomInfo & HubSpot templates today
Start from scratch or use one of our pre-built ZoomInfo & HubSpot templates to quickly solve your most common use cases.
ZoomInfo & HubSpot Templates
Find pre-built ZoomInfo & HubSpot solutions for common use cases
Template
Enrich New HubSpot Contacts with ZoomInfo Data
Automatically enriches every newly created HubSpot contact with ZoomInfo firmographic and contact data — job title, direct dial, company revenue, industry, and employee count — writing all fields back to the HubSpot contact record within minutes of creation.
Steps:
- Trigger fires when a new contact is created in HubSpot via webhook or polling
- tray.ai queries ZoomInfo API using the contact's email address or name and company to find a matching record
- ZoomInfo match data is mapped to HubSpot contact properties and written back using the HubSpot Update Contact API
Connectors Used: ZoomInfo, HubSpot
Template
Sync ZoomInfo Prospect Lists to HubSpot with Deduplication
Moves a curated ZoomInfo prospect list into HubSpot as contacts and companies, checking for existing records before creating new ones, updating any outdated fields on matched records, and assigning each contact to the correct HubSpot owner based on territory or round-robin logic.
Steps:
- Trigger fires on a schedule or when a ZoomInfo list is flagged as ready for export
- tray.ai iterates through each ZoomInfo record and searches HubSpot for an existing contact or company match by email or domain
- Matched records are updated with new ZoomInfo data; unmatched records are created as new contacts and companies with owner assignment applied
Connectors Used: ZoomInfo, HubSpot
Template
ZoomInfo Intent Signal to HubSpot Sequence Enrollment
Monitors ZoomInfo for intent spikes on topics relevant to your product, then automatically enrolls the corresponding HubSpot contacts into a designated email sequence and notifies the owning sales rep via a HubSpot task or Slack message.
Steps:
- tray.ai polls ZoomInfo Intent API on a defined schedule to retrieve accounts showing elevated intent scores on target topics
- For each intent account, tray.ai searches HubSpot for the matching company and associated contacts assigned to that account
- Matched contacts are enrolled in a HubSpot sequence and a follow-up task is created for the owning rep with intent topic context included
Connectors Used: ZoomInfo, HubSpot
Template
Scheduled HubSpot CRM Enrichment and Data Refresh
Runs a nightly or weekly batch job that takes all HubSpot contacts and companies, queries ZoomInfo for the most current data on each, and updates any fields that have changed — phone numbers, email addresses, job titles, and company attributes — to keep the CRM clean and accurate.
Steps:
- tray.ai pulls a filtered list of HubSpot contacts and companies on a scheduled trigger, prioritizing records not enriched recently
- Each record is submitted to ZoomInfo's Enrich API to retrieve current contact and company intelligence
- Changed fields are identified by comparing ZoomInfo response data against existing HubSpot values, and only modified fields are written back to avoid unnecessary updates
Connectors Used: ZoomInfo, HubSpot
Template
New HubSpot Deal Company Enrichment from ZoomInfo
Triggers automatically when a new deal is created in HubSpot, looks up the associated company in ZoomInfo, and populates the HubSpot company record and deal with the latest firmographic data, funding information, and a list of relevant decision-maker contacts at the account.
Steps:
- Trigger fires via HubSpot webhook when a new deal is created and an associated company is present
- tray.ai queries ZoomInfo with the company domain or name to retrieve firmographic data and relevant contacts
- Company properties on the HubSpot record are updated with ZoomInfo data, and any contacts not already in HubSpot are created and associated to both the company and the deal
Connectors Used: ZoomInfo, HubSpot
Template
ZoomInfo Company Change Alerts to HubSpot Tasks and Workflows
Monitors ZoomInfo for significant company events — executive changes, funding announcements, or technology stack shifts — at companies that exist in HubSpot, then creates a HubSpot task for the owning rep and optionally triggers a workflow to initiate outreach or internal review.
Steps:
- tray.ai polls ZoomInfo's company scoops or news API on a scheduled basis for tracked accounts that exist in HubSpot
- Detected company changes are matched to the corresponding HubSpot company record and the assigned contact owner
- A HubSpot task is created for the rep with change details included, and a HubSpot workflow enrollment is triggered to initiate the appropriate outreach or review sequence
Connectors Used: ZoomInfo, HubSpot