Growth Account Director, Strategic

Introduction to Demandbase: 

"At Demandbase, we empower B2B companies to achieve their revenue goals faster and more efficiently—using fewer resources. How? By harnessing the power of AI to pinpoint and engage the accounts and buying groups most ready to buy. Our cutting-edge account-based technology aligns sales and marketing teams with crystal-clear insights and seamless automation, driving smarter actions across systems and channels. The result? Bigger wins, faster deals, and scalable ABM built for the way you work."

As a company, we prioritize both the advancement of careers and the development of world-class technology. We invest heavily in people, our culture, and the communities around us. We have offices strategically located in San Francisco, New York, and Austin in the US as well as London. Outside of these areas we offer a remote work option for some of our positions. Continuously lauded as a great place to work, we are Great Place to Work Certified, and have earned distinctions such as "Fortune's Best Workplaces in the Bay Area,"Best Workplaces in Technology," "Best Workplaces for Millennials," and "Best Workplaces for Parents"!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of achieving our mission to transform the way B2B companies go to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role

As a Growth Account Director, Strategic at Demandbase, you will own a portfolio of our largest and most strategic strategic customers—typically $10B+ in annual revenue. You’ll lead highly consultative sales processes, co-creating custom solutions across new and emerging data use cases. 

The Growth Account Director role is built for a strategic seller who thrives in open-ended conversations, can uncover and scope new data use cases and frameworks, and operates comfortably across long, multi-threaded sales cycles. Success in this role means not only delivering expansion and renewal revenue, but actively helping shape how Demandbase brings its most advanced data products and enterprise solutions to market. 

The base compensation range for this position is $160,000. 

What You’ll Be Doing

• Own and grow a small portfolio of strategic accounts ($10B+ in revenue), driving multi-year SaaS renewals and large-scale Data expansions
• Lead highly consultative, often ambiguous sales cycles—including custom scoping, pricing models, and frameworks for new data use cases
• Co-create new use cases and commercial structures in partnership with product, engineering, customer success, and executive stakeholders
• Navigate large enterprise orgs with multiple lines of business and global complexity; build and maintain strategic, long-term relationships
• Uncover and pursue whitespace opportunities across teams and regions; proactively build pipeline across new stakeholders and use cases
• Run structured, value-based sales motions using frameworks like MEDDIC, SPICED, or similar
• Close highly customized six- to seven-figure deals—ranging from $500K with to $2M+ 
• Lead internal cross-functional coordination (Product, Legal, CSM, Marketing, etc.) to shape account plans, scope projects, and accelerate deal velocity
• Operate with full accountability for forecasting, territory planning, and Salesforce hygiene

What We’re Looking For

• 3-5+ years min of strategic-level sales experience with an emphasis on Data; including consistent quota overachievement and large, strategic deal execution
• Deep experience selling into Fortune 500 or global enterprises in the $10B+ revenue tier
• Proven success in value-based, consultative sales environments with long, complex sales cycles and multiple stakeholder types
• Fluency in custom scoping and the ambiguity that comes with new product or solution creation
• Strong ability to operate across functions and bring others along—internally and externally
• Highly self-directed, but collaborative and team-first in approach
• Capable of building trust with senior executives while driving toward measurable business outcomes
• Strong storytelling, negotiation, and deal-shaping skills

Key Competencies

• Customer-Centric: Prioritizes the customer’s long-term success while defending value and ROI
• Strategic & Consultative: Shapes problems, not just solves them; designs solutions that don’t yet exist
• Value-Based Engagement: Uncovers business needs and aligns deals to outcomes, not just features
• Cross-Functional Leadership: Brings others along—internally and externally—to build enterprise buy-in
• Execution-Oriented: Pushes through ambiguity and long sales cycles to deliver outcomes
• Product Mastery: Understands our platform, especially our data capabilities, and how they map to strategic needs
• People-First Presence: Earns executive trust and navigates high-stakes, multi-threaded conversations with ease
  
  

Benefits:

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, no internal meetings Fridays, as well as access to Modern Health and other mental wellness resources. Additionally, we offer eight paid holidays and two additional week-long breaks when all Demandbase employees in the US take time off simultaneously (the week of July 4th and the week of Thanksgiving). We also provide 401(k), short-term/long-term disability, life insurance, and other great benefits.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase:

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Personal information that you submit will be used by Demandbase for recruiting and other business purposes. Our Privacy Policy explains how we collect and use personal information.