Account Executive, Mid-Market

Position Overview

• Location Type: Hybrid/Remote
• Job Type: Full-time
• Salary: $89,000 - $133,000 (SF Bay Area base, excluding variable. Other locations vary.)

Demandbase helps B2B companies achieve their revenue goals more efficiently by leveraging AI to identify and engage high-potential accounts and buying groups. Our account-based technology unifies sales and marketing teams with actionable insights, enabling swift cross-system and cross-channel actions for significant wins. We offer flexible, scalable Account-Based Marketing (ABM) solutions tailored to your needs.

As a company, we are committed to both career advancement and developing world-class technology. We invest significantly in our people, culture, and surrounding communities. Our offices are located in San Francisco and New York in the US, and Hyderabad, India, with a hybrid work model in these regions. For locations outside these areas, we offer remote work options. We have a substantial presence in Austin, TX, Atlanta, GA, and London, UK. Demandbase is consistently recognized as a great place to work, holding Great Place to Work Certification and earning accolades such as Fortune's "Best Workplaces in the Bay Area," "Best Workplaces in Technology," "Best Workplaces for Millennials," and "Best Workplaces for Parents."

We are dedicated to attracting, developing, retaining, and promoting a diverse workforce. By fostering an environment where every Demandbase employee can contribute a diversity of talents, we are better equipped to achieve our mission of transforming the B2B go-to-market strategy. We strongly encourage applications from individuals from historically underrepresented backgrounds and all walks of life. Join us at Demandbase to grow your career.

About the Role

As a New Business Account Executive at Demandbase, you will be a key player in acquiring new business, targeting both SaaS and Advertising clients within companies generating $100M–$499M in revenue. Success in this role requires a proven track record of managing complex, multi-stakeholder sales cycles and selling SaaS solutions to C-suite executives.

Responsibilities

• Drive new business acquisition within the Mid-Market segment ($100M–$499M) to achieve subscription revenue targets, both quarterly and annually.
• Employ a consultative, value-based sales approach during client interactions to identify customer success and ROI opportunities.
• Build and maintain a robust pipeline of new and expanding business to meet quarterly and annual goals.
• Develop accurate sales forecasts and meticulously manage sales activities within CRM (Salesforce.com experience is beneficial).
• Gain a deep understanding of the marketing technology landscape to effectively articulate how Demandbase's technology can support all phases of a customer's sales and marketing operations, including attracting, engaging, converting, growing, and retaining accounts.
• Comprehend customer marketing and advertising strategies to create optimal plans for adopting Demandbase's technology.
• Collaborate closely with Demandbase partner sales representatives to ensure mutual success in the market. Key partners include Adobe, Marketo, Eloqua, Salesforce.com, and Google.

Requirements

• Minimum of 4 years of experience in new business closing within an outbound sales environment, specifically in martech, CDP, sales-tech, or related Data/AI industries.
• Proven experience sourcing and closing complex, six-figure (multi-year) deals with senior and C-level executives and large buying committees.
• Experience selling to marketing and sales departments. Prior experience in the advertising technology space is a plus.