Salary
💰 $130,000 - $194,000 per year
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
- 8+ years of B2B SaaS enterprise sales experience, with 3+ years in a sales leadership role
- 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
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salespipeline growthforecastingdeal strategyexecutive-level negotiationsSPICED methodologyMEDDICCChallengerValue Sellingsales enablement
Soft skills
leadershipmentoringaccountabilitycollaborationinfluencingcoachingcommunicationexecutive presenceadaptabilityteam support