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Strategic Account Director (Enterprise)

Demandbase

Demandbase

Sales & Business Development
United States
Posted on Wednesday, June 5, 2024

Introduction to Demandbase:

Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Our account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

As a company, we prioritize both the advancement of careers and the development of world-class technology. We invest heavily in people, our culture, and the communities around us. We have offices strategically located in San Francisco and New York in the US, and Hyderabad, in India and we embrace a hybrid work model in these regions. Outside of these areas we offer a remote work option and boast a significant presence in Austin, TX, Atlanta, GA, and London, UK. Continuously lauded as a great place to work, we are Great Place to Work Certified, and have earned distinctions such as "Fortune's Best Workplaces in the Bay Area,"Best Workplaces in Technology," "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 achieving our mission to transform the way B2B companies go 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 an Enterprise Strategic Account Director at Demandbase, you will be a highly experienced seller responsible for retaining & upselling an existing book of business (both SaaS and Advertising clients) as well selling across the Enterprise to new business units. In order to achieve success in this role, you must have experience selling into Marketing & Sales and familiar with Marketing Technology. Advertising technology experience is a plus.

The base compensation range for this role is: $130,000- $170,000

What you’ll be doing:

  • Manage selling activities for named strategic accounts and 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 expansion business that will support quarterly and annual goals.
  • Develop accurate forecasts and meticulously manage sales activity in CRM.
  • Understand marketing technology domain to know 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.
  • Strategic Thinking: Systematically solve problems and hypothesize 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 build connections quickly to drive consensus for deals; works cooperatively with internal team for deal success
  • Executive Presence: Comfortable presenting to the C-Suite of Executives and working to account plan as you multi-thread within the organization.

What we’re looking for:

  • 7-10+ years direct sales experience in an outbound sales environment with consistent high six-to-seven figure quota overachievement
  • Experience selling SaaS solutions and/or digital media to C-level, Director, & VP executives
  • Ability to manage a complex sales cycle with multiple stakeholders and decision-makers that span across different lines of business.
  • A hunter’s mentality with a proven track record of driving expansion within complex enterprise accounts.
  • Self-motivated and responsible individual who will represent the company with the highest level of integrity and professionalism.

Benefits:

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, no internal meetings Fridays, as well as access to Modern Health and other mental wellness resources. Additionally, we offer eight paid holidays and two additional week-long breaks when all Demandbase employees in the US take time off simultaneously (the week of July 4th and the week of Thanksgiving). We also provide 401(k), short-term/long-term disability, life insurance, and other great benefits.

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 requires 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.

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