Growth Account Director, Mid-Market

Introduction to Demandbase: 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. About the Role: As a Growth Account Director at Demandbase, you will be responsible for growing and retaining a defined book of Mid-Market accounts. Success in this role is driven by proactive expansion and net-new pipeline generation across business units. As a cross-functional collaborator, you will own your territory and are accountable for relationships, revenue, and retention. Responsibilities: - Own a portfolio of Mid-Market accounts, focusing on growth and retention - Proactively generate pipeline through strategic prospecting across your book of business - Develop expansion strategies across business units and functions - Partner closely with the CSM team to ensure adoption and customer success; collaborate on mutual account plans and expansion goals - Act as a trusted advisor, understanding your customers’ goals across marketing, advertising, and data to drive value-based selling - Defend value and navigate pricing objections, especially around data products - Build and manage a pipeline that supports quarterly and annual targets, with accurate forecasting and activity tracking in Salesforce Qualifications: - 1-2+ years of emerging SaaS sales experience within an ACV range of $50K to $150K - Deep understanding of marketing technology, data solutions, CDP, or RevTech with the ability to navigate pricing objections and competitive dynamics - Track record of consistently exceeding quota, particularly in a high-growth environment - Ability to manage complex sales cycles (average 2–4 months), across multiple departments including marketing, sales, and procurement - Strong storytelling and negotiation skills to communicate product value—even when up against competitors with stronger perceived data products 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. Unsolicited Submissio