[Remote] Director, Mid-Market Sales at Demandbase

United States

Apply Now

Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

7+ years of B2B SaaS sales experience, with 3+ years in a sales leadership role focused on the mid-market and corporate sectors
Proven success in consistently exceeding revenue targets and scaling sales teams
Deep expertise in pipeline growth, forecasting, deal strategy, and mid-market negotiations
Strong command of SPICED methodology (and familiarity with frameworks such as MEDDICC, Challenger, Value Selling)
Proficiency with Salesforce and HubSpot for forecasting, deal management, and reporting
Experience supporting AEs in the field, including executive deal sponsorship and customer travel
Ability to travel extensively for field work and deal sponsorship
Strong leadership and coaching skills, with experience mentoring and developing high-performing teams
Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders
Experience with deal strategy and negotiation, with a strong understanding of the mid-market and corporate sales landscape
Ability to work in a fast-paced, dynamic environment with multiple priorities and deadlines
Strong analytical and problem-solving skills, with the ability to interpret complex data and drive business outcomes
Experience with CRM systems and data analysis tools, with a strong understanding of data-driven decision making
Strong business acumen, with a deep understanding of the B2B sales industry and the ability to drive revenue growth
Certification in sales leadership or a related field, such as Challenger or Value Selling, is a plus

Responsibilities

Own overall revenue goals and quotas for the Account Executive team, reporting results to senior leadership
Lead, hire, and mentor a high-performing team of Account Executives, building a culture of accountability and collaboration
Drive pipeline growth and ensure accurate forecasting through disciplined pipeline management (SPICED methodology)
Provide deal strategy coaching and executive sponsorship on complex opportunities, including legal and negotiations
Represent Demandbase as a senior leader in prospect pursuits (new logos), reinforcing our AI-powered GTM differentiation
Partner cross-functionally with Marketing, Product, Legal, and Finance to align campaigns, streamline contracting, and accelerate deal velocity
Deliver market insights and in-field sales feedback to Product and leadership to help shape GTM strategy
Support the team at tradeshows and marketing events that drive lead generation and revenue
Collaborate with cross-functional teams to develop and execute sales strategies and tactics
Analyze sales data and market trends to identify opportunities and areas for growth
Develop and implement sales strategies and tactics to drive revenue growth and expansion
Foster strong relationships with customers and internal stakeholders to drive business outcomes
Communicate effectively with senior leadership and other stakeholders to drive business results
Stay up-to-date with industry trends and best practices in B2B sales and marketing
Participate in sales performance reviews and provide feedback to Account Executives on their performance

Skills

Demandbase

Account-Based Marketing solutions for B2B enterprises

About Demandbase

Demandbase specializes in Account-Based Marketing (ABM) solutions for B2B enterprises. Their platform provides tools that help businesses identify, engage, and convert high-value accounts, focusing on specific clients rather than a broad audience. This is particularly useful for industries with long sales cycles, such as technology and finance. The ABM platform integrates data analytics, personalized advertising, and CRM systems, allowing businesses to tailor their marketing efforts effectively. Demandbase operates on a subscription model, offering customizable access to their platform along with training and consulting services. This approach not only generates revenue through subscriptions but also builds long-term client relationships, setting Demandbase apart from competitors in the marketing technology space.

San Francisco, CaliforniaHeadquarters

2005Year Founded

$153.7MTotal Funding

DEBTCompany Stage

Consulting, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Health Insurance

Mental Health Support

Unlimited Paid Time Off

Paid Holidays

401(k) Retirement Plan

Disability Insurance

Life Insurance

Risks

DemandScience and Terminus merger may increase competition in the ABM space.

Rapid AI advancements require continuous innovation, straining Demandbase's resources.

Global data privacy regulations pose compliance challenges for Demandbase's data analytics.

Differentiation

Demandbase excels in AI-driven account-based marketing for B2B enterprises.

The platform integrates data analytics, personalized advertising, and CRM for targeted marketing.

Demandbase's multi-language support enhances global client engagement and market reach.

Upsides

Demandbase leads in G2 Winter 2025 Reports for account-based advertising and orchestration.

The rise of CTV advertising aligns with Demandbase's B2B-specific CTV solution.

Growing demand for sales-marketing alignment boosts interest in Demandbase's ABM platform.

Land your dream remote job 3x faster with AI

Try Jobo Free