Demandbase

• Serve as the executive relationship owner for Demandbase's highest-priority technology and advisory partners. • Build trusted relationships with C-level, SVP, and VP leaders across Product, Alliances, Sales, Marketing, and Strategy. • Develop and execute executive engagement plans that deepen strategic alignment and create measurable business outcomes. • Facilitate executive business reviews (EBRs), strategic planning sessions, and leadership summits. • Own the long-term strategy for assigned strategic partnerships. • Identify new areas for collaboration across product innovation, AI initiatives, data partnerships, cloud infrastructure, and services. • Develop joint business plans with clear KPIs and executive sponsorship. • Act as the primary point of coordination across internal stakeholders to ensure successful execution. • Partner closely with Product Management and Engineering to influence Demandbase's partner roadmap. • Drive adoption and awareness of strategic integrations including APIs, MCP (Model Context Protocol), AI-native workflows, cloud data integrations, and identity and activation capabilities. • Build joint GTM strategies that generate pipeline and revenue. • Partner with Sales, Marketing, Customer Success, and Partner Marketing to launch integrated solutions, develop joint messaging, enable field teams, and drive co-selling motions. • Stay ahead of emerging trends in AI, enterprise software, cloud ecosystems, and B2B go-to-market technology. • Serve as a strategic advisor to executive leadership on ecosystem trends and partner strategy. • Represent Demandbase at executive forums, conferences, partner events, and industry engagements.

• Own the strategy, performance, and evolution of the demand generation engine • Lead a pod-based team model and partner closely with Sales to drive predictable growth • Define and track core metrics: pipeline generated, CAC/efficiency, conversion rates • Build a culture of testing and continuous improvement

• Defining Brand & Portfolio Narratives: Lead the development and evolution of Demandbase’s overarching brand story and specific product portfolio narratives. Ensure our messaging is differentiated, consistent, and emotionally resonant. • Thought Leadership Engine: Architect and execute a high-impact thought leadership content strategy. Collaborate with executives and internal experts to turn their insights into authoritative content that shapes category conversations. • Campaign Asset Creation: Direct and create high-quality, high-velocity assets for global campaigns. This includes everything from long-form research reports and white papers to short-form social copy, video scripts, and ad assets. • Brand Video & Visual Content: Champion our video strategy. Lead the development of brand videos, customer testimonial pieces, and educational content that humanizes our AI and makes our technology accessible. • Omnichannel Content Management: Oversee brand content for all channel types (web, social, email, events, sales enablement). Ensure all content aligns with our visual and verbal identity standards while being optimized for its specific medium. • Collaborating for Impact: Work closely with the creative studio to ensure design and copy are locked in synergy. Partner with PMM and Demand Gen teams to ensure content supports specific pipeline and revenue goals. • Operational Excellence: Establish editorial calendars, style guides, and feedback loops that ensure quality and speed. You will move the team from a reactive, request-driven model to a proactive, narrative-led content engine.

• Support People-related processes and execute critical transactions in tools such as Workday, Ashby, Lattice, and Zendesk — spanning new hire onboarding, employee transfers, job and data changes, compensation adjustments, and offboarding. • Provide onboarding support and coordinate account creation for new hires. • Manage internal records and documentation, performing regular audits to maintain data accuracy, integrity, completeness, and compliance. • Deliver employee support by managing and responding to employee inquiries submitted through our ticketing system, Zendesk. • Assist with report creation, data analysis, and workforce metrics to support People team decision-making. • Manage end-to-end immigration programs, ensuring compliance with U.S. and international immigration laws and company policies. • Lead all aspects of the contractor lifecycle, including onboarding, extensions, renewals, offboarding, and compliance. • Partner with the broader People Team on ad hoc projects as they arise, and support additional HR responsibilities as needed to improve HR service delivery and enhance the overall employee experience.

• Work in lockstep with Sellers to engage with key customer stakeholders, building relationships and aligning the Demandbase value proposition to organizational goals and objectives. • Act as a central hub for customers and cross-functional relationships, aiming to drive internal team cohesion, increased value for our customers, and maximize Demandbase revenue. • Compile and present proposals and strategic recommendations that lead to expansion via upsell and cross sell opportunity identification. • Account planning with Sellers, Customer Success Managers and Advertising Campaign Strategists to execute on annual and quarterly OKRs (objectives and key results), addressing areas of opportunity and need across large enterprise accounts and coordinating an approach to executing account plans. • Work closely with the Customer Success team on strategic account expectations, ensuring the accounts are fully engaged, seeing value in our solutions, and socializing success internally. • When appropriate, organize, schedule and lead customer calls as a dedicated partner to Sales and CSMs. • Build trusted relationships with executive business stakeholders by understanding their business priorities and ideal go to market use cases to deliver business outcomes that address client’s primary KPIs. Build subject matter expertise around the martech landscape and common integrations with Demandbase such as CRM, MAS, BI, Personalization, CDP etc. • Stay current on evolving trends around leveraging AI for more efficient workflows (ChatGPT, Claude, DBAI), Account-Based Marketing, and customer data.

• Drive growth across a portfolio of strategic enterprise customers ($1B–$10B in annual revenue) • Develop and execute comprehensive account strategies that identify whitespace across business units, geographies, and product lines • Build trusted relationships with executive business stakeholders while effectively engaging technical teams around customer data, AI, integrations, APIs, and modern go-to-market technology • Create and maintain a healthy pipeline by proactively identifying new opportunities within existing customer accounts rather than relying solely on inbound demand • Lead complex enterprise sales cycles involving multiple stakeholders, internal partners, procurement teams, and executive decision makers • Develop customer-specific points of view by leveraging market research, customer insights, and AI tools to deliver relevant business recommendations • Partner closely with Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to deliver exceptional customer outcomes • Accurately forecast business while maintaining disciplined account planning, opportunity management, and pipeline generation habits • Stay current on evolving trends across AI, customer data, sales intelligence, marketing technology, revenue operations, and modern go-to-market strategies

• Drive growth across a portfolio of strategic Enterprise Financial Services customers through cross-sell, upsell, and expansion opportunities • Develop and execute comprehensive account strategies that identify whitespace across business units, geographies, and product lines • Build trusted relationships with executive business stakeholders while effectively engaging technical teams around data, integrations, APIs, and AI-enabled go-to-market initiatives • Create and maintain a healthy pipeline by proactively identifying new opportunities within existing customer accounts rather than relying solely on inbound demand • Lead complex enterprise sales cycles involving multiple stakeholders, internal partners, procurement teams, and executive decision makers • Develop customer-specific points of view by leveraging market research, customer insights, and AI tools to deliver relevant business recommendations • Partner closely with Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to deliver exceptional customer outcomes • Accurately forecast business while maintaining disciplined account planning, opportunity management, and pipeline generation habits • Stay current on evolving trends across Financial Services, Account-Based Marketing, AI, customer data, and modern revenue technology

• Own a portfolio of Demandbase's largest and most strategic customer relationships. • Develop trusted advisor relationships with executive stakeholders, including VP, SVP, and C-level leaders across Marketing, Sales, Revenue Operations, and Customer Success organizations. • Drive customer adoption, business value realization, retention, and growth across assigned accounts. • Create and execute strategic success plans aligned to customer business objectives and measurable outcomes. • Lead executive business reviews and strategic planning sessions that demonstrate value and align Demandbase solutions to customer priorities. • Provide consultative guidance on account-based go-to-market strategies, revenue generation, organizational alignment, and operational excellence. • Drive measurable customer outcomes through successful platform adoption and utilization. • Identify risks proactively and develop mitigation plans to improve customer health and retention. • Partner with Account Executives to identify, develop, and execute expansion opportunities through upsell and cross-sell motions. • Influence customer roadmaps by identifying opportunities to expand use cases and increase platform value. • Serve as the voice of the customer and advocate for customer needs across Demandbase. • Lead complex customer initiatives involving multiple stakeholders, business units, and internal teams. • Coordinate resources across Customer Success, Product, Support, Professional Services, Sales, and Marketing to ensure successful customer outcomes. • Navigate obstacles and competing priorities while maintaining accountability for results. • Influence internal processes and programs that improve customer experience, scalability, and operational effectiveness. • Drive continuous improvement initiatives that leave teams, processes, and customer programs stronger than before. • Maintain expertise in industry trends, account-based go-to-market strategies, revenue technologies, and competitive solutions. • Contribute to Customer Success best practices, playbooks, and operational improvements. • Mentor and support Customer Success team members through coaching, knowledge sharing, and feedback. • Develop customer success stories, references, and advocacy programs that showcase business outcomes. • Represent Demandbase as a strategic partner and thought leader in customer-facing engagements.

Role Description As a New Business Account Executive at Demandbase, you will be a true hunter responsible for acquiring new customers across a defined Mid-Market territory of organizations typically ranging from $100M–$500M in annual revenue. This role is critical to Demandbase's continued growth, requiring you to identify opportunities, navigate complex buying committees, and sell SaaS solutions to multiple stakeholders, including Director, VP, and C-level executives. You'll own the full sales cycle while helping customers modernize their go-to-market strategy through Demandbase's industry-leading platform. For ambitious sales professionals, this role offers a clear path for growth and development. You'll build enterprise-level selling skills, gain experience managing complex deals, and develop executive-facing relationships early in your career. Successful Account Executives have the opportunity to advance into larger segments, strategic sales roles, and leadership opportunities as they continue to grow within the organization. What You'll Do - Drive new business acquisition within a defined Mid-Market territory by delivering subscription revenue aligned to quarterly and annual targets. - Apply a consultative, value-based sales approach to uncover customer challenges, business objectives, and measurable ROI opportunities. - Build and manage a robust pipeline of new and expanding business opportunities that support quarterly and annual goals. - Conduct executive-level discovery that uncovers business priorities, operational challenges, and strategic initiatives across multiple stakeholders. - Manage complex, multi-threaded sales cycles from initial engagement through negotiation and close. - Develop accurate forecasts and maintain disciplined opportunity management within Salesforce. - Partner closely with Solutions Consultants and internal subject matter experts to build compelling business cases and demonstrate customer value. - Learn the marketing technology landscape and understand how Demandbase solutions support customers throughout the buyer journey—from attracting and engaging target accounts to converting, expanding, and retaining customers. - Understand customers' sales, marketing, and advertising strategies to develop high-impact adoption plans aligned to business outcomes. - Interact closely with Demandbase partner sales organizations to drive mutual success. Key partners include Adobe, Marketo, Eloqua, Salesforce, Google, and other strategic ecosystem providers. - Effectively position Demandbase against both established competitors and emerging market alternatives by focusing on differentiated business value and executive outcomes. Qualifications - 1–2 years of experience in a quota-carrying sales role, preferably within a SaaS, technology, MarTech, AdTech, Data, AI, or related B2B environment. - Demonstrated success prospecting, building pipeline, and closing new business opportunities. - Experience engaging multiple stakeholders throughout the sales process, including Marketing, Sales, Revenue Operations, and other business leaders. - Strong curiosity and desire to learn consultative, value-based selling methodologies. - Ability to conduct effective discovery conversations, uncover customer challenges, and align solutions to business objectives. - Strong organizational and time management skills, with the ability to manage multiple opportunities simultaneously. - Experience using CRM tools such as Salesforce to manage pipeline, forecast activity, and track customer engagement. - Excellent communication and presentation skills, with the confidence to engage both individual contributors and senior decision-makers. - Coachable, resilient, and motivated by feedback, continuous improvement, and professional growth. Benefits - Options for up to 100% paid Medical and Vision premiums for employees. - Flexible PTO policy. - Paid holidays. - Access to mental health and wellness resources. - 401(k) with pre-tax, after tax, and Roth options. - Short-term/long-term disability. - Life insurance. - Other great benefits. Company Description 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 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.

• Own the infrastructure, intelligence, and execution systems that power the company's go-to-market engine • Build and run four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, and Systems & Tools • Oversee Deal Desk as the governance layer for pricing and deal structure • Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting • Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis • Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions • Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls • Identify friction across GTM handoffs and drive cross-functional fixes • Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation • Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling • Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales • Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes • Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales • Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics • Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk • Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity • Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics • Ensure data integrity across the revenue tech stack, establishing a single source of truth • Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms • Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions • Establish SLAs and operating standards for systems support and administration • Partner with IT, Sales Enablement, and Product on systems integration and data flows • Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans • Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review • Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal • Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions • Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment • Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field • Build, develop, and scale a multi-layer team of 20–35 across all five functions • Develop leadership bench strength through coaching, succession planning, and stretch assignments