About the Role:The
Enterprise Growth Account Director is responsible for driving growth across a portfolio of Demandbase's enterprise key customers. You'll serve as a trusted advisor, helping customers solve complex go-to-market challenges while expanding their use of Demandbase's AI-powered platform across Sales, Marketing, Customer Data, Revenue Operations, and Account-Based Go-to-Market initiatives. Success comes from combining strategic account leadership, executive influence, and commercial execution to deliver measurable customer and business outcomes.
This is an opportunity to operate on a bigger stage. You'll partner with senior executives at globally recognized organizations, tackle increasingly complex business challenges, and continue developing the strategic, commercial, and executive skills that define the industry's top enterprise sellers.
Responsibilities- Drive growth across a portfolio of strategic enterprise customers ($1B-$10B in annual revenue) through cross-sell, upsell, and expansion opportunities.
- Develop and execute comprehensive account strategies that identify whitespace across business units, geographies, and product lines.
- Build trusted relationships with executive business stakeholders while effectively engaging technical teams around customer data, AI, integrations, APIs, and modern go-to-market technology.
- Create and maintain a healthy pipeline by proactively identifying new opportunities within existing customer accounts rather than relying solely on inbound demand.
- Lead complex enterprise sales cycles involving multiple stakeholders, internal partners, procurement teams, and executive decision makers.
- Develop customer-specific points of view by leveraging market research, customer insights, and AI tools to deliver relevant business recommendations.
- Partner closely with Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to deliver exceptional customer outcomes.
- Accurately forecast business while maintaining disciplined account planning, opportunity management, and pipeline generation habits.
- Stay current on evolving trends across AI, customer data, sales intelligence, marketing technology, revenue operations, and modern go-to-market strategies.
Qualifications- 3+ years operating in a complex enterprise sales motion, either through growth of existing enterprise customers (preferred) or net-new business acquisition, with experience navigating large accounts, multi-threaded buying committees, and longer-cycle SaaS opportunities.
- Experience selling enterprise SaaS solutions within one or more of the following product categories:
- Customer Data Platforms (CDPs)
- Sales Intelligence
- Revenue Intelligence
- Marketing Technology (MarTech)
- Go-to-Market (GTM) Technology
- Marketing Automation
- Intent Data
- Account-Based Marketing (ABM)
- Revenue Operations (RevOps)
- Customer Data & Identity Resolution
- AI-powered GTM or Sales Technologies
- Experience managing and expanding enterprise opportunities with ACVs typically ranging from $150K to $500K.
- Demonstrated success navigating complex enterprise buying committees and building relationships with executive stakeholders across multiple business units.
- Comfortable selling technical solutions and engaging customers in conversations around customer data, APIs, integrations, AI, and enterprise technology ecosystems.
- Proven ability to consistently generate pipeline through strategic account planning, proactive prospecting, and whitespace identification.
- Experience leveraging AI tools to improve research, account planning, customer engagement, and overall sales productivity.
- Thrives in a collaborative, high-performance environment with a high degree of ownership, accountability, and cross-functional partnership.
- Naturally curious, strategic, and customer-focused, with a passion for solving complex business challenges and building long-term enterprise relationships.
BenefitsOur benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits.
