Account Executive, Mid-Market

Introduction to Demandbase: 

Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Our account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

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 and New York in the US, and Hyderabad, in India and we embrace a hybrid work model in these regions. Outside of these areas we offer a remote work option and boast a significant presence in Austin, TX, Atlanta, GA, and London, UK. 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 New Business Account Executive at Demandbase, you are a “hunter” responsible for bringing in new business (both SaaS and Advertising clients) from companies between $100M–$499M in revenue. In order to achieve success in this role, you must have experience managing complex, multithreaded sales cycles and selling SaaS solutions to multiple C-Suite stakeholders.

The base compensation range for this position for candidates in the SF Bay Area is: $89,000 - $133,000, not including variable. For all other locations, the base compensation range is based on the primary work location of the candidate as our ranges are location specific. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skillset, years of experience, and depth of experience.

What you’ll be doing:

• Drive new business acquisition in the Mid-Market segment ($100M–$499M) by delivering subscription revenue aligned to quarterly and annual targets.
• Apply consultative and value-based sales approach during customer engagements to uncover customer success and ROI opportunities.  
• Build and manage a robust pipeline of new and expanding businesses that will support quarterly and annual goals.
• Develop accurate forecasts and meticulously manage sales activity in CRM (Salesforce.com experience a plus).
• Learn the marketing technology domain to understand how Demandbase’s technology can be applied to all stages of your customer’s sales and marketing operations –attracting, engaging, converting, growing, and retaining accounts.
• Understand your customer’s marketing and advertising strategies to develop the highest impact plan for adopting Demandbase’s technology.
• Interact closely with Demandbase partner sales representatives to ensure our mutual success in the marketplace. Partners include Adobe, Marketo, Eloqua, Salesforce.com, and Google.

What we’re looking for:

• 4+ years of new business closing experience in an outbound sales environment within martech, CDP, sales-tech, or relevant industry Data/AI environments. 
• Experience sourcing & selling complex, 6 figure (multi-year) deals to senior and C-level executives with large buying committees. 
• Experience selling into marketing and sales departments. Experience in the advertising technology space a plus+.
• Ability to create strategic account plans and manage a complex sales cycle with multiple stakeholders and decision-makers that span across different business lines.
• Past success in building and managing your own pipeline is critical
• Ability to clearly articulate the business value of solutions that target stakeholders' specific goals and challenges (value-based selling).

Benefits:

We offer a comprehensive benefits package designed to support your health, well-being, and financial security. Our employees enjoy up to 100% paid premiums for Medical and Vision coverage, ensuring access to top-tier care for you and your loved ones. In addition, we provide a range of mental wellness resources, including access to Modern Health, to help support your emotional well-being. We believe in a healthy work-life harmony, which is why we offer a flexible PTO policy, 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving—and No Internal Meetings Fridays to give you uninterrupted time to focus on what matters most. For your financial future, we offer a competitive 401(k) plan, short-term and long-term disability coverage, life insurance, and other valuable benefits to ensure your financial peace of mind.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

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