Director, Enterprise Sales

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Demandbase

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B2B • SaaS • Artificial Intelligence

Demandbase is a B2B pipeline AI platform that helps go-to-market teams (marketing, sales, revenue operations, and customer success) identify, prioritize, and engage buying groups to accelerate pipeline and revenue. The SaaS platform unifies first-, second-, and third-party data, provides intent detection, account and buying-group identification, web personalization, advertising, and orchestration across the tech stack, and delivers actionable AI-powered insights to drive account-based marketing and sales at scale.

501 - 1000 employees

Founded 2005

🤝 B2B

☁️ SaaS

🤖 Artificial Intelligence

📋 Description

• Own overall revenue goals and quotas for the Account Executive team, reporting results to senior leadership. • Lead, hire, and mentor a high-performing team of Account Executives, building a culture of accountability and collaboration. • Drive pipeline growth and ensure accurate forecasting through disciplined pipeline management (SPICED methodology). • Provide deal strategy coaching and executive sponsorship on complex opportunities, including legal and negotiations. • Represent Demandbase as a senior leader in prospect pursuits (new logos), reinforcing our AI-powered GTM differentiation. • Partner cross-functionally with Marketing, Product, Legal, and Finance to align campaigns, streamline contracting, and accelerate deal velocity. • Deliver market insights and in-field sales feedback to Product and leadership to help shape GTM strategy. • Support the team at tradeshows and marketing events that drive lead generation and revenue.

🎯 Requirements

• 8+ years of B2B SaaS enterprise sales experience, with 3+ years in a sales leadership role; preferred industry experience includes martech, revtech, SaaS, or data solutions. • Proven success in consistently exceeding revenue targets and scaling enterprise sales teams. • Deep expertise in pipeline growth, forecasting, deal strategy, and executive-level negotiations. • Strong command of SPICED methodology (and familiarity with frameworks such as MEDDICC, Challenger, Value Selling). • Proficiency with Salesforce and HubSpot for forecasting, deal management, and reporting. • Experience supporting AEs in the field, including executive deal sponsorship and customer travel. • Skilled at running weekly 1:1s, structured deal reviews, and coaching sessions to elevate sales performance. • Experience in sales enablement — ensuring adoption of structured training programs and required certifications. • Executive presence with the ability to influence C-level stakeholders and sponsor high-value opportunities. • Comfortable thriving in a fast-paced, high-growth environment.

🏖️ Benefits

• options for up to 100% paid Medical and Vision premiums for employees • flexible PTO policy • no internal meetings Fridays • access to Modern Health and other mental wellness resources • eight paid holidays • two additional week-long breaks when all Demandbase employees in the US take time off simultaneously • 401(k) • short-term/long-term disability • life insurance • other great benefits