Advertising Account Director, Enterprise & MM

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:
The Advertising Account Director, in coordination with Platform sellers, will be responsible for prospecting, managing sales cycles and closing advertising deals within the Demandbase customer base and net new logo customers.

The base compensation range for this role, not including variable pay is: $100,000 - $150,000

What you’ll be doing:

• Understanding marketing technology and Ad/Adtech personas in the digital advertising ecosystem to showcase 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.
• Manage selling activities for customer account expansion, delivering subscription and media revenue against quarterly and annual targets.  Manage strategic account planning and selling activities for Advertising upsell, including an understanding of customer budget across all channels. Focus will be on expansion to new divisions within the account base.
• Apply consultative and value-based sales approach during customer engagements to uncover customer success and ROI opportunities.  
• Support New Logo AEs to help drive ad spend and highlight areas of opportunity within prospects.
• Develop accurate forecasts and meticulously manage sales activity in CRM (Salesforce.com experience a must)
• Work directly with accounts/customers on the platform to help build and illustrate advanced campaign strategies. Become an expert in the Demandbase Advertising platform to guide customers on campaign operations and reporting
• Execute campaign strategy sessions showcasing industry trends and platform innovation.
• Conduct expanded media planning exercises with existing and new business
• Establish achievable KPIs for customers and prospects to help drive additional media investment
• 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:

• 5-7 years of direct sales experience in an outbound sales environment with consistent high six- to seven-figure quota overachievement
• Experience selling SaaS solutions and digital media to Director, VP and C-Level executives with a proven track record selling into Enterprise accounts
• Ability to manage a complex sales cycle with multiple stakeholders and decision-makers that span across different lines of business.
• Passion for customer success with the ability to communicate that passion effectively in person and over the phone.
• Self-motivated and responsible individual who will represent the company with the highest level of integrity and professionalism.   
• Experience in an overlay selling environment where you partner with core Platform sellers to bring specialized focus and expand Advertising revenue to complement Platform sales is a plus.

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.