[Remote] Director, Mid-Market Sales at Demandbase

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, Marketing TechnologyIndustries

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

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

Skills

Key technologies and capabilities for this role

Sales LeadershipMid-Market SalesABMPipeline ManagementSales ForecastingTeam CoachingB2B SalesExecutive SponsorshipRevenue Growth

Questions & Answers

Common questions about this position

What is the base salary range for the Director, Mid-Market Sales position?

The base compensation range is $130,000 - $194,000, not including variable pay. Actual packages depend on factors like skillset, experience, and depth of experience.

Is remote work available for this role?

Outside of offices in San Francisco, New York, Austin, and London, Demandbase offers a remote work option for some positions.

What key skills and experiences are required for this sales director role?

The role requires being a proven, results-oriented leader with hands-on field experience, expertise in pipeline management using SPICED methodology, deal strategy coaching, executive sponsorship, and skills in hiring, mentoring, and forecasting.

What is the company culture like at Demandbase?

Demandbase invests heavily in people, culture, and communities, fostering a diverse and inclusive workforce. They are Great Place to Work Certified with awards like Fortune's Best Workplaces in the Bay Area, Best Workplaces in Technology, for Millennials, and for Parents.

What makes a strong candidate for this Director role?

A strong candidate is a proven, results-oriented sales leader who can be hands-on in the field, travel with Account Executives, coach teams, manage pipelines accurately, and drive revenue growth in mid-market and corporate segments.

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.

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