Regional Vice President of Enterprise Sales, Demandbase
$195-210k
Go-To-Market engagement & marketing software
Be an early applicant
Go-To-Market engagement & marketing software
501-1000 employees
Be an early applicant
$195-210k
501-1000 employees
Company mission
To transform how B2B companies go to market.
Role
Who you are
- This RVP, Enterprise Sales is ideal for a leader who thrives in fast-paced, high-accountability environments, brings deep enterprise sales expertise, and has a proven track record of growing revenue from existing customers through disciplined execution, strategic coaching, and GTM alignment
- 7–10+ years of enterprise sales leadership experience in B2B SaaS, with a strong focus on customer expansion and strategic account growth; preferred strong familiarity with Martech, RevTech, Data, or AI platforms
- Strong track record managing and coaching experienced account directors across dispersed geographies
- Demonstrated success driving revenue within complex enterprise environments, including renewals, cross-sell, and upsell
- Proven ability to lead multi-threaded, consultative deal cycles and executive-level negotiations
- Fluency in enterprise sales methodologies (e.g., MEDDIC, Command of the Message)
- Experience partnering cross-functionally with product, marketing, and CS to influence go-to-market motion
What the job involves
- Demandbase is seeking an experienced and driven Regional Vice President (RVP), Enterprise Customer Growth to lead our customer expansion function across strategic enterprise accounts
- This leader will oversee a team of 6–7 seasoned Enterprise Account Executives focused on growing revenue within existing Fortune 500 clients through renewals, cross-sell, and upsell
- The RVP will be responsible for building a scalable, high-performing expansion engine that drives consistent and predictable growth across our enterprise install base
- Own and operationalize the customer expansion strategy across Demandbase’s enterprise segment
- Lead, coach, and scale a geographically distributed team of 6–7 Growth Account Directors focused on upsell, cross-sell, and renewal within 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
Our take
B2B buyers face challenges that aren't met by most off-the-shelf marketing and sales software. Focused on customer sales (or converted from customer sales software), it usually fails to take into account the long sales cycles, unique advertising requirements, and account management needs of business sales. Since 2006, Demandbase has been here to change that with its account-based marketing platform designed specifically for B2B sales.
Competition in the digital sales space has heated up and Demandbase isn't the only B2B marketing firm in the sector, with other companies such as 6sense and Terminus offering marketing solutions. However Demandbase stands out by being the only demand-side platform built specifically for B2B advertising. This gives it a much more accurate identification of purchasing accounts and more precise targeting of advertising spend compared to its competitors.
Demandbase boasts a large and growing customer base including major clients such as Siemens, VISA and General Electric. On the back of several new updates and launches, as well as record bookings and strong revenue growth, the company has secured significant funds that will be used to support its next wave of platform innovation. The company was also recognised by Research In Action as a Market Leader for 2024 on its Vendor Selection Matrix™ for Revenue Marketing Automation Solutions.
Steph
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$65m
SERIES H
Jul 2015
$30m
LATE VC
Total funding: $158m
Company benefits
- Health and Wellness Plans
- Stock Options
- Flexible Time Off & Holidays
- Family Friendly Benefits
- Remote Friendly
- Inclusive and Open Company Culture
- Professional Development
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Chris Golec
(Board Director)Founded Demandbase and was CEO until 2019. Is currently CEO of Channel99. Was previously Global Marketing Manager for General Electric and a Product Development Engineer with DuPont.
Gabe Rogol
(CEO, not founder)Was Senior VP of Sales and CRO at Dealbase before stepping up to CEO. Previously was VP Sales & Marketing with IDG.
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