Account Executive, 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 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. Who You Are - 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