Partner Development Associate, Demandbase
$72-108k
Salary applicable for candidates in San Francisco CA, may vary in other locations + Offers Equity + Offers Bonus
Go-To-Market engagement & marketing software
Open for applications
Go-To-Market engagement & marketing software
501-1000 employees
Open for applications
$72-108k
Salary applicable for candidates in San Francisco CA, may vary in other locations + Offers Equity + Offers Bonus
501-1000 employees
Company mission
To transform how B2B companies go to market.
Role
Who you are
- Overall 4-5 years of experience with 1-2 years in partnerships, business development, or sales within a B2B SaaS environment
- Demonstrated ability to source, prospect, and recruit net-new partners using outbound, inbound, and ecosystem-driven approaches
- Experience working within or adjacent to the GTM technology ecosystem (e.g., marketing, sales, CRM, RevOps, data platforms)
- Comfort leading technical discovery conversations involving APIs, data flows, and integration architectures
- Experience leveraging AI and automation tools to accelerate research, prospecting, and outreach
- Strong written and verbal communication skills, with the ability to engage both technical and business stakeholders
- Strong research skills and curiosity to quickly understand partner products, business models, and market positioning
- Highly organized with strong time management, prioritization, and attention to detail
- Self-directed, resilient, and coachable, with the ability to operate independently and own outcomes
- Collaborative team player who builds strong cross-functional relationships
- 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
- As a Partner Development Associate, you will be responsible for building and scaling Demandbase’s Technology Partner ecosystem and Marketplace
- Reporting into the Partnerships organization, you will own the sourcing, recruitment, and launch of net-new ISV partners that extend the Demandbase platform and unlock incremental customer value
- You will manage a defined segment of the GTM technology ecosystem and lead partners from first conversation through Marketplace launch
- This role sits at the intersection of platform strategy, product extensibility, and go-to-market execution, and directly impacts how Demandbase scales through technology partnerships
- 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
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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