demandbase - Advertising Account Director, Mid-Market
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Requirements
• 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.
Responsibilities
• 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.
Benefits
• We offer a comprehensive benefits package designed to support your health, well-being, and financial security. Our employees enjoy up to 100% paid premiums for Medical and Vision coverage, ensuring access to top-tier care for you and your loved ones. In addition, we provide a range of mental wellness resources, including access to Modern Health, to help support your emotional well-being. We believe in a healthy work-life harmony, which is why we offer a flexible PTO policy, 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving—and No Internal Meetings Fridays to give you uninterrupted time to focus on what matters most. For your financial future, we offer a competitive 401(k) plan, short-term and long-term disability coverage, life insurance, and other valuable benefits to ensure your financial peace of mind. • Our Commitment to Diversity, Equity, and Inclusion at Demandbase
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