Advertising Account Director, Mid-Market

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

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 also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

• Own a mid-market territory of approximately 100 accounts with a ~$10M annual quota, focused primarily on new opportunities.

• Prospect into new and previously unengaged accounts, developing greenfield opportunities from initial outreach through close.

• Convert previously inactive or lightly engaged accounts into new customers through discovery-led, consultative, collaborative selling.

• Build relationships with marketing, demand generation, and advertising leaders, developing multi-threaded engagement early in the sales cycle.

• Partner closely with GADs and ACs in a co-selling motion, aligning on account strategy and ensuring a cohesive SaaS and Ads go-to-market approach.

• Manage deal cycles ranging from fast-moving monthly or quarterly closes to more complex 6–9 month buying processes.

• Drive consistent outbound and inbound pipeline creation, maintain forecast accuracy, and execute disciplined sales processes.

• Serve as a trusted advisor in advertising, linking Demandbase’s Ads and ABM platforms to measurable customer outcomes.

• Collaborate cross-functionally with Marketing, Product, and Customer Success to strengthen Demandbase’s brand presence in the advertising ecosystem.

• 3+ years of mid-market or new business sales experience in digital media, DSP, ad-tech, or related advertising solutions.

• Proven success closing net-new business and building pipeline through proactive prospecting, outreach, and discovery.

• Experience selling into marketing and advertising teams, with the ability to engage both decision-makers and functional buyers.

• Demonstrated ability to convert cold or lightly engaged accounts into first-time customers.

• Comfortable operating without rigid playbooks; thrives in fast-paced, evolving environments.

• Curiosity, initiative, and creativity in uncovering customer needs and aligning solutions

• Excitement of the use of AI, automation, and creative tactics to sell smarter

• SaaS/ABM familiarity is a plus, but not required—this role provides exposure and growth into SaaS sales motions.

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.

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.