Account Executive - Mid Market
Introduction to Demandbase
Demandbase is the Smarter GTM™ company for B2B brands. We help B2B companies hit their revenue goals using fewer resources. How? By aligning their sales and marketing teams around a combination of their data, our data, and artificial intelligence — what we call Account Intelligence — so they can identify, engage, and focus their time and money on the accounts most likely to buy.
As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have offices in the San Francisco Bay Area, Seattle, and India, as well as a team in the UK, and allow employees to work remotely. We have also been continuously recognized as one of the best places to work in the San Francisco Bay Area including, “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 living out our mission to transform how B2B goes 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 $250m and $500m 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 role is: $90,000 - $120,000 which does not include variable pay/commission.
What you’ll be doing:
- Close new business for the mid-market accounts in a specific geography delivering subscription revenue against 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.
- Strategic Thinking: Systematically solve problems and hypothesizes possible pain points and implicit needs
- Communication: Tailor communication to the customer’s needs with confidence; effectively delivers “memorable” presentations leveraging storytelling skills
- Networking: Identify the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with internal team for deal success
What we’re looking for:
- 4+ years of new business closing experience in an outbound sales environment.
- Experience selling complex SaaS solutions to senior and C-level executives.
- Experience selling into Marketing departments and/or have experience in the advertising technology space a plus+
- Ability to manage a complex sales cycle with multiple stakeholders and decision-makers that span across different business lines.
- Ability to clearly articulate the business value of solutions that target stakeholders' specific goals and challenges.
- Passion for customer success with the ability to communicate that passion effectively in person and over the phone.
- A self-motivated and responsible individual who will represent the company with the highest level of integrity and professionalism.
Our benefits include options for up to 100% paid Medical and Vision premiums for employees, flexible PTO policy, no internal meeting Fridays, Modern Health mental wellness platform, and 11 paid holidays and 2 additional weeks where all Demandbase employees take off (the week of July 4th and the week of Thanksgiving). Plus 401(k), short-term/long-term disability, life insurance, and all those good things.
Our Commitment to Diversity, Equity, and Inclusion at Demandbase
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
We acknowledge that true diversity and inclusion require ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.