About this role.
Demandbase is hiring an enterprise Advertising Account Director to grow strategic advertising accounts across digital media, programmatic, ad-tech, and adjacent SaaS/ABM solutions. The role manages 25–50 accounts, combining expansion of active accounts with reactivation of a substantial dormant-account portfolio. Success requires executive-level relationship development, disciplined pipeline creation and forecasting, and navigation of sales cycles that may extend 9–12 months. This is a senior individual-contributor sales position with significant autonomy, a large annual quota, and close collaboration with account, marketing, product, and customer-success teams.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would explain the account’s prior history, identify why engagement or spend declined, and conduct fresh discovery with both former and new stakeholders. I would then build a mutual action plan around a current business priority, create an executive sponsor path, and measure progress through qualified pipeline, re-engagement milestones, and closed revenue.
I segment accounts by revenue health, whitespace, relationship strength, propensity, and renewal or budget timing. I protect and expand productive accounts through account plans while reserving structured prospecting time for dormant and greenfield opportunities, ensuring neither motion is neglected.
I would begin with the customer’s GTM outcomes, such as reaching buying groups, improving account engagement, or increasing pipeline efficiency. I would connect advertising activation, account intelligence, and ABM orchestration to measurable metrics such as target-account reach, engagement, opportunity creation, conversion, and revenue influence.
I use clear exit criteria for every sales stage, validate business pain, champion strength, decision process, budget, legal and procurement requirements, and competitive position. I update close dates based on verified customer actions rather than optimism and communicate risks, next steps, and mitigation plans consistently to leadership.
I would map the buying committee across executive sponsor, functional owner, technical stakeholders, procurement, finance, and end users. I tailor value messages for each group, create connections between our executive team and theirs when helpful, and document stakeholder influence and risks so the opportunity does not depend on a single champion.
Introduction to Demandbase:
Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.
As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.
About the Role:
Demandbase is seeking an experienced and driven Advertising Growth Account Director, Enterprise to accelerate growth across our largest enterprise accounts. This role is a unique opportunity for an enterprise seller to expand beyond ad-tech into SaaS and ABM, operating at the intersection of media, programmatic, and software. You’ll manage a portfolio with a mix of healthy run-rate accounts and a large dormant patch – giving you both downside protection and massive upside potential.
The Advertising Account Director, Enterprise will play a pivotal role in scaling our Advertising business to a predictable growth engine. You’ll have immediate revenue to work with, while also unlocking greenfield opportunities. This is the perfect role for a strategic seller who thrives in fast-paced, evolving environments and wants to help shape the future of Demandbase’s Ads organization – while building a career trajectory that expands into SaaS.
What You’ll Be Doing
Manage a portfolio of 25-50 strategic accounts with ~$15M annual quota, balancing a blend of active and dormant accounts.
Reactivate dormant accounts and treat them as net-new opportunities, driving pipeline and revenue growth.
Expand footprint within healthy accounts by building executive-level and multi-threaded relationships across new teams and stakeholders.
Operate in a co-selling motion with GADs and ACs, aligning account strategies and ensuring SaaS and Ads teams are integrated.
Guide deal cycles ranging from quarterly bookings to complex 9–12 month procurement processes.
Drive consistent pipeline creation, accurate forecasting, and disciplined sales execution.
Serve as a trusted advisor in enterprise advertising, linking Demandbase’s Ads and ABM platforms to measurable customer outcomes.
Collaborate cross-functionally with Marketing, Product, and Customer Success to strengthen Demandbase’s brand presence in the advertising ecosystem.
What We’re Looking For
7+ years of enterprise sales experience in digital media, DSP, ad-tech, or related advertising solutions.
Proven success driving revenue in enterprise accounts ($1M+ deals), with experience balancing expansion and hunting motions.
Strong ability to build and manage executive relationships while also engaging functional buyers.
Track record of re-engaging dormant accounts and converting them into revenue producers.
Comfortable operating without rigid playbooks; thrives in fast-paced, evolving environments.
Curiosity, initiative, and creativity in uncovering customer needs and aligning solutions.
SaaS/ABM familiarity a plus, but not required—this role provides exposure and growth into SaaS sales motions.
Benefits:
We offer a comprehensive benefits package designed to support your health, well-being, and financial security. Our employees enjoy up to 100% paid premiums for Medical and Vision coverage, ensuring access to top-tier care for you and your loved ones. In addition, we provide a range of mental wellness resources, including access to Modern Health, to help support your emotional well-being. We believe in a healthy work-life harmony, which is why we offer a flexible PTO policy, 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving—and No Internal Meetings Fridays to give you uninterrupted time to focus on what matters most. For your financial future, we offer a competitive 401(k) plan, short-term and long-term disability coverage, life insurance, and other valuable benefits to ensure your financial peace of mind.
Our Commitment to Diversity, Equity, and Inclusion at Demandbase
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
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!
We acknowledge that true diversity and inclusion require ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.
Our Commitment to Diversity, Equity, and Inclusion at Demandbase
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
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!
We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.
Unsolicited Submissions
At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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