Sales Director, Demandbase
Advertising, Mid-Market
$163-204k
Go-To-Market engagement & marketing software
Be an early applicant
Go-To-Market engagement & marketing software
501-1000 employees
Be an early applicant
$163-204k
501-1000 employees
Company mission
To transform how B2B companies go to market.
Role
Who you are
- 7–10+ years of experience in ad tech, media sales, or digital advertising, with at least 3+ years managing client-facing sales teams
- Proven ability to lead brand-direct sellers in complex, multi-threaded deal cycles involving procurement, legal, and multiple stakeholders
- Experience coaching both senior and early-career sellers, with a track record of elevating team performance
- Familiarity with DSPs and digital media platforms (e.g., The Trade Desk, StackAdapt); experience in B2B advertising a strong plus
- Strong working knowledge of Salesforce; ability to use reporting and pipeline tools to inform coaching and performance reviews
- Comfortable leading from the front—must be willing to get into the weeds and help reps navigate high-stakes customer conversations
- Confident communicator who brings ideas to the table and is open to feedback
- Familiarity with sales methodologies (e.g., MEDDPICC, SPIN) and how to embed them into team development
- Bonus: experience working within or adjacent to SaaS organizations or GTM ecosystems
What the job involves
- The Director of Mid-Market Advertising Sales will lead a team of Advertising Account Directors focused on growing media revenue within existing accounts
- This is a hands-on leadership role responsible for coaching sellers through complex, brand-direct cycles and partnering cross-functionally to drive results
- The Director will play a key role in scaling one of Demandbase’s fastest-growing business units, with visibility across product, sales, and executive leadership
- This role offers the opportunity to shape how B2B advertising is sold and developed within a broader GTM strategy—positioning the Director for expanded leadership as the business continues to grow
- Manage and coach a team of 5+ Advertising Account Directors focused on growing media spend within existing customer accounts
- Actively support reps in complex sales cycles, jumping into Gong calls, providing in-deal strategy, and addressing customer-specific challenges
- Deliver structured coaching and development plans for both experienced and early-career sellers
- Partner cross-functionally with Account Directors, Product, Marketing, and RevOps to ensure cohesive go-to-market execution
- Contribute to team forecasting, reporting, and sales process improvements within Salesforce
- Drive adoption of our advertising playbook while adapting coaching to different rep styles and account dynamics
- Serve as a strategic voice within the advertising leadership team, helping shape team structure and future hiring
- Ensure your team understands how Demandbase’s advertising platform connects to broader ABM and B2B GTM strategies
- Help expand the team from 5 to 6–7 ADs as we scale
- Report to the VP of Advertising and collaborate closely with executive stakeholders across the business
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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