Demandbase

Director

• Develop, refine, and scale pricing models across the product portfolio, ensuring alignment with customer value and market dynamics
• Serve as the lead coordinator for the internal Pricing Committee, facilitating executive decision-making with data-backed recommendations
• Build and apply monetization frameworks to evaluate packaging, price levels, discounting, and value metrics
• Conduct in-depth research on competitor pricing, industry trends, and customer willingness-to-pay and develop pricing benchmarks and positioning insights
• Run sensitivity analyses, margin impact models, and scenario planning to understand trade-offs of pricing changes
• Collaborate with Marketing, Sales Ops, Finance, and Product teams to operationalize pricing changes and support GTM execution
• Lead pricing strategy, execution, and governance across the suite of B2B products
• High-visibility, individual contributor role reporting to the Sr. Director of Product Marketing
• Work cross-functionally with senior leaders in Product, Sales, Marketing, Finance, and Customer Success to drive pricing decisions and lead Pricing Committees

Director, Pricing Strategy

Account Executive

• Manage and grow a portfolio of enterprise accounts, delivering subscription revenue against quarterly and annual targets
• Drive renewal and upsell motions using a consultative, value-based sales approach that ties customer success directly to ROI outcomes
• Build and manage a healthy pipeline of expansion opportunities across your account base, ensuring consistent achievement of growth goals
• Develop accurate forecasts, maintain rigorous Salesforce hygiene, and manage activity tracking with precision
• Deepen your expertise in the martech ecosystem to understand how Demandbase’s solutions can drive outcomes across the customer lifecycle—from attracting and engaging to converting, growing, and retaining accounts
• Partner closely with customer stakeholders across Marketing, Sales, RevOps, and Data to align Demandbase’s technology with strategic business priorities
• Collaborate with Demandbase’s partner ecosystem—including Adobe, Salesforce, Google, Marketo, Eloqua, Optimizely, and others—to drive joint customer success and market adoption
• Run structured, value-based expansion sales motions using frameworks such as MEDDIC, SPICED, or similar methodologies
• Deliver compelling presentations that leverage storytelling and data to drive consensus and executive alignment
• Build strategic, multi-threaded relationships across your accounts to identify whitespace and proactively expand adoption

Growth Account Director, Enterprise

Sales

• We are seeking a highly motivated, strategic, and deeply consultative Services Sales leader to play a pivotal role in expanding our revenue growth. This position will be focused on supporting both new business acquisition and existing customer expansion motions by positioning and selling professional services including onboarding, training programs, ongoing strategy/analytics support, and custom white glove packages.
• The Services Sales professional will foster collaborative relationships with cross-functional teams across Sales, Customer Success, and Solution Consulting. The primary objective will be to ensure customers achieve measurable business outcomes through tailored services engagements and the adoption of Demandbase products.
• Drive the sales cycle for Professional Services offerings: onboarding services, training, and a broader suite of professional services to both new logos and existing customers.
• Act as a trusted partner collaborating closely with software sales teams throughout the sales cycle to scope, architect, and position service offerings as a value driving component of a complete, integrated solution.
• Identify, qualify, and capitalize on upsell and cross-sell opportunities for services during ongoing expansion conversations, renewals, and account reviews.
• Assist with strategic account plans specifically for services, aligning with overall company revenue objectives.
• Deal Structuring: Partner with Finance and Legal to structure customer-aligned services deals that balance value and profitability.
• Engage with customers to uncover their unique business challenges, strategic objectives, and desired outcomes. Translate these insights into Services proposals/SOWs that clearly convey the outcomes/values customers can expect to achieve.
• Master the art of objection handling, addressing customer concerns with informed solutions and reinforcing the value proposition of our services.
• Work hand-in-hand with Account Executives, Customer Success Managers, and the Professional Services Delivery teams to ensure a seamless handoff from pre to post sales, ensuring high quality customer service and outcomes.
• Collaborate with Services leadership to develop, refine, and maintain a robust portfolio of packaged services offerings and comprehensive Statements of Work (SOWs) that are consistently aligned with evolving customer needs, market demands, and desired business outcomes.
• Contribute to the ongoing development and refinement of sales collateral and training materials for internal teams to enhance services selling capabilities
• Maintain accurate pipeline management and forecast reporting for Professional Services opportunities within the Salesforce.
• Consistently meet or exceed assigned services sales quotas and growth targets
• Analyze sales data to identify trends, opportunities for improvement, and inform future sales strategies.
• Provide regular updates to leadership on services sales performance, market feedback, and competitive intelligence.

Services Sales Director

• As an Account Executive, Majors at Demandbase, you will be a net-new logo hunter focused on the Majors (enterprise) segment - companies between $100M–$1B in revenue. You’ll own the full sales cycle, driving $150k–$200k+ ACV deals through complex, multi-threaded sales processes that often span 6–10+ months. Success in this role means consistently building your own pipeline (30–60% sourced), navigating competitive enterprise landscapes with creativity and grit, and closing meaningful new business that expands Demandbase’s presence in this critical market.
• As part of a highly selective, senior-level sales team, the Account Executive, Majors will have the opportunity to make a visible impact by securing marquee logos, engaging senior executives across Sales, Marketing, and the C-Suite, and leading enterprise-level pursuits. This role provides the chance to sharpen your enterprise sales craft, sell differentiated SaaS technology that demands consultative, value-based engagement, and unlock significant financial upside through accelerators and Spiffs - including the potential to double commission at 125–150% attainment.
• The base compensation range, not including variable, for candidates in the SF Bay Area is: $89,000 - $133,000. For all other locations, the base compensation range is based on the primary work location of the candidate as our ranges are location specific. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skillset, years of experience, and depth of experience.

Account Executive, Majors

Product Marketing

• Senior Product Marketing Manager to lead product marketing for Demandbase’s Data, API, and Workflows capabilities.
• Define and execute go-to-market strategies, positioning, and messaging for technical and automation-focused products.
• Own launch strategy and execution for Data, API, and Workflow product releases and ensure internal readiness and external awareness.
• Build enablement assets including battlecards, slides, one-pagers, and FAQs; partner with Enablement to train Sales and CSMs.
• Develop product narratives with Product Management to influence roadmap storytelling and identify value-based use cases like data enrichment, scoring, ABM activation, and automated play orchestration.
• Conduct market and competitive intelligence; maintain landscape analysis and battlecards.
• Support Voice of Customer efforts and conduct interviews to gather feedback on product-market fit, differentiation, and adoption blockers.
• Individual contributor reporting to the Senior Director of Product Marketing and working closely with Product, Sales, Enablement, and Customer Success.

Product Marketing Manager, Data, APIs and Workflows

Full-stack Engineer

• Collaborate with Product and other Engineers to build scalable data products and APIs
• Own and evolve schemas, data models, and pipelines for datasets like Buying Groups, Account Journeys, and Intent signals
• Drive architecture decisions and delivery for new datasets and partner integrations
• Bring a customer-centric mindset to engineering — ensure we’re building the right things, the right way
• Help us scale our data model configuration and generation infrastructure to meet growing demand
• Contribute to team culture, mentorship, and technical best practices

Software Engineer, Data Products

User Researcher

• Shape the Research Process: Partner with design leadership to define scalable, repeatable research practices across teams.
• Run Critical Research: Lead generative and evaluative studies that inform product strategy and help prioritize opportunities.
• Collaborate & Influence: Work closely with Product, Design, and Engineering, ensuring research insights drive decisions.
• Tell the Story: Synthesize and share research findings with clarity—helping the org see, celebrate, and act on insights.
• Measure & Demonstrate Value: Track how research contributes to design quality, product adoption, and customer success.
• Scale the Discipline: Help democratize research through training, toolkits, and frameworks, empowering non-researchers to apply lightweight methods.
• Champion the Customer: Be a visible advocate for our users in strategic and tactical conversations.