Demandbase

Client Partner

• Develop and own a partner sourcing strategy aligned to Demandbase’s strategic priorities, customer use cases, and product roadmap
• Identify, research, and prioritize net-new ISV partners across the GTM technology ecosystem, including marketing, sales, RevOps, data, analytics, and AI platforms
• Map adjacent and competitive ecosystems to identify whitespace opportunities and high-impact integration opportunities
• Proactively source prospective partners through outbound outreach, events, referrals, and ecosystem-driven relationship building
• Evaluate and qualify inbound ISV and Services Partner applications to assess ecosystem fit and initiate partner discovery
• Lead early-stage partner conversations with founders, product leaders, and partnerships teams
• Clearly articulate the strategic, technical, and go-to-market value of building on the Demandbase platform and joining the Demandbase Marketplace
• Conduct structured discovery to understand partner goals, technical requirements, customer overlap, and success criteria
• Qualify partners based on technical feasibility, customer value, market opportunity, and long-term strategic alignment
• Partner with Product, Engineering, Sales, and Marketing to move integrations from concept through build and Marketplace launch
• Coordinate partner onboarding, technical alignment, and internal readiness to support successful launches
• Support joint go-to-market initiatives, partner announcements, and targeted marketing campaigns
• Act as the internal advocate for partners, translating partner feedback into actionable insights for product and platform teams
• Maintain working knowledge of Demandbase APIs, data models, and platform capabilities to support effective partner conversations
• Own partner recruitment and launch targets tied to Marketplace growth and customer adoption
• Track partner progress from agreement through build and launch, identifying blockers and opportunities to improve time-to-value
• Analyze partner funnel and launch metrics to refine sourcing strategies, qualification criteria, and messaging
• Contribute to the evolution of Demandbase’s Technology Partner Program, Marketplace experience, and ecosystem strategy

Partner Development Manager

Account Executive

• 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.

Advertising Account Director, Mid-Market

Program Manager

• Own day-to-day program management for company-level strategic initiatives, including planning, execution, and delivery.
• Develop and maintain detailed program plans covering workstreams, milestones, owners, dependencies, and timelines.
• Identify execution risks, resource gaps, and cross-functional dependencies; drive mitigation plans and escalate as needed.
• Establish and run structured operating rhythms, including weekly program reviews and executive check-ins.
• Ensure decisions, action items, and commitments are clearly documented and tracked to closure.
• Align cross-functional teams on objectives, success metrics, timelines, and ownership.
• Track progress against OKRs, surface blockers, and enforce accountability across teams.
• Define and maintain KPIs to measure execution progress and business impact.
• Build and manage program dashboards and status reporting for executives and stakeholders.
• Prepare materials for CFO and Executive Leadership Team updates, including progress summaries, risk assessments, and impact reporting.

Strategy – Program Manager

Sales

• Help identify the top SSPs and Publishers we should be partnering with
• Evaluate new and unique supply sources
• Build and enhance inventory access, including getting more first look opportunities in place and securing exclusive deals
• Tout Demandbase’s premium, direct, unique, and global B2B demand
• Lead contract negotiations in partnership with our Legal team
• Advocate for Demandbase to be prioritized by SSPs and Publishers for integration
• Renegotiate CPM rates with supply sources to ensure we’re getting the most efficient rate possible
• Partner with R&D to prioritize Inventory-related Product requests including access to new datapoints, optimizing based on a new KPI, and launching new inventory formats
• Meet with internal Advertising teams to learn more about their Inventory requests and determine how we can address them

Sales Director, Programmatic Inventory

Manager

• Own end-to-end web strategy
• Conduct gap analysis of current-state web capabilities
• Lead conversion rate optimization (CRO) efforts
• Drive SEO and AI search optimization
• Manage web development resources
• Partner with design and marketing
• Provide technical oversight for CMS platforms and migrations

Senior Manager, Web Strategy

• Own and operationalize the customer expansion strategy across Demandbase’s enterprise segment West (PST & MST).
• Lead, coach, and scale a geographically distributed team of 7 Growth Account Directors focused on multi-product, multi-line-of-business expansion within existing key Fortune 500 accounts.
• Create and execute territory strategies to drive pipeline coverage and penetration into whitespace within existing accounts.
• Guide strategic deal cycles and lead complex renewal and pricing negotiations with executive stakeholders.
• Enforce sales rigor, forecast accuracy, and process discipline using frameworks such as MEDDIC or Command of the Message.
• Partner cross-functionally with marketing, product, CS, and sales strategy to align packaging, positioning, and growth strategy execution.
• Cultivate executive relationships within key accounts to elevate Demandbase’s footprint and long-term value.
• Track team quota attainment, pipeline health, and account expansion KPIs
• Drive a culture of accountability, experimentation, learning, and high-performance execution.

Partner Development Manager

Advertising Account Director, Mid-Market

Strategy – Program Manager

Sales Director, Programmatic Inventory

Senior Manager, Web Strategy

RVP, Enterprise Sales