Director of Mid-Market Advertising Sales

Position Overview

Demandbase is seeking a dynamic Director of Mid-Market Advertising Sales to lead a team of Advertising Account Directors. This role is crucial for growing media revenue within existing accounts, focusing on coaching sellers through complex, brand-direct sales cycles and fostering cross-functional collaboration. You will be instrumental in scaling one of Demandbase's fastest-growing business units, with significant visibility across product, sales, and executive leadership. This position offers a unique opportunity to influence B2B advertising sales strategies and develop within a broader Go-To-Market (GTM) framework, positioning you for expanded leadership as the business grows.

Company Information

Demandbase is the leading account-based GTM platform for B2B enterprises, enabling identification and targeting of the right customers at the right time with the right message. Leveraging a unified view of intent data, AI-powered insights, and prescriptive actions, Demandbase empowers go-to-market teams to align and execute with confidence. Thousands of businesses rely on Demandbase to maximize revenue, minimize waste, and consolidate their data and technology stacks.

Demandbase prioritizes career advancement and the development of world-class technology, investing heavily in its people, culture, and surrounding communities.

Locations:

• US Offices: San Francisco, Austin, New York
• India Office: Hyderabad
• Remote Options: Available outside of the specified office regions.
• Significant Presence: Atlanta, GA, and London, UK.

Demandbase embraces a hybrid work model in its office regions.

Recognition: Demandbase is Great Place to Work Certified and has received numerous accolades, including:

• Fortune's Best Workplaces in the Bay Area
• Best Workplaces in Technology
• Best Workplaces for Millennials
• Best Workplaces for Parents

Demandbase is committed to fostering a diverse workforce and encourages applications from individuals from historically underrepresented backgrounds and all walks of life.

About the Role

• Employment Type: [Not Specified]
• Location Type: [Not Specified]
• Salary: $163,000 - $204,000 (for candidates in the United States; ranges are location-specific for other locations). Actual compensation is based on factors such as skill set, years of experience, and depth of experience.

Responsibilities

• Manage and coach a team of 5+ Advertising Account Directors focused on growing media spend within existing customer accounts.
• Actively support reps in complex sales cycles, including participating in calls, providing in-deal strategy, and addressing customer-specific challenges.
• Deliver structured coaching and development plans for both experienced and early-career sellers.
• Partner cross-functionally with Account Directors, Product, Marketing, and RevOps to ensure cohesive go-to-market execution.
• Contribute to team forecasting, reporting, and sales process improvements within Salesforce.
• Drive adoption of the advertising playbook while adapting coaching to different rep styles and account dynamics.
• Serve as a strategic voice within the advertising leadership team, helping shape team structure and future hiring.
• Ensure the team understands how Demandbase’s advertising platform connects to broader ABM and B2B GTM strategies.
• Assist in expanding the team from 5 to 6–7 Account Directors as the business scales.
• Report to the VP of Advertising and collaborate closely with executive stakeholders.

Requirements

• 7–10+ years of experience in ad tech or media sales.