Demandbase

Director, Mid-Market Sales

Demandbase

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $130,000 - $194,000 per year

Job Level

Lead

About the role

  • 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

  • 7+ years of B2B SaaS sales experience, with 3+ years in a sales leadership role focused on the mid-market and corporate sectors.
  • Proven success in consistently exceeding revenue targets and scaling sales teams.
  • Deep expertise in pipeline growth, forecasting, deal strategy, and mid-market 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 senior 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 (the week of July 4th and the week of Thanksgiving)
  • 401(k)
  • short-term/long-term disability
  • life insurance
  • other great benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B SaaS salespipeline growthforecastingdeal strategymid-market negotiationsSPICED methodologyMEDDICCChallengerValue Sellingsales enablement
Soft skills
leadershipmentoringaccountabilitycollaborationinfluencingcoachingexecutive presencecommunicationstructured trainingadaptability
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