Director of Mid-Market Sales, Demandbase
$130-194k
The base compensation range for the position is for candidates in San Francisco, CA. + Equity and commission
Go-To-Market engagement & marketing software
Be an early applicant
Go-To-Market engagement & marketing software
501-1000 employees
Be an early applicant
$130-194k
The base compensation range for the position is for candidates in San Francisco, CA. + Equity and commission
501-1000 employees
Company mission
To transform how B2B companies go to market.
Role
Who you are
- 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
- We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
What the job involves
- We are seeking a proven, results-oriented Director of Mid-Market Sales to lead our Mid-Market and Corporate Sales team and drive new business growth across these sectors
- This leader will be hands-on in the field, traveling with Account Executives, sponsoring deals at the executive level, and coaching the team through every stage of the sales cycle
- The Director will own pipeline creation, forecasting accuracy, and revenue attainment while developing Account Executives into high-performing sellers in the mid-market and corporate segments
- 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
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
(Founder & 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)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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