About this role.
Demandbase is hiring a Mid-Market Advertising Account Director to acquire net-new customers for its advertising, account-based marketing, and SaaS platform. The role owns a defined territory of roughly 100 accounts and manages the full sales cycle, from greenfield prospecting through closing. Success requires consultative selling to marketing, demand-generation, and advertising leaders, with close coordination across advertising and SaaS go-to-market teams. Candidates should bring 3–5+ years of mid-market new-business experience in digital media, DSP, ad-tech, or related advertising solutions. This US-remote role is particularly suited to a proactive hunter comfortable building pipeline and operating in an evolving environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I segment the territory by fit, intent signals, and likely business pain, then build targeted account plans for priority prospects. I combine personalized outbound outreach, relevant industry insights, and consistent follow-up while tracking conversion metrics to refine the approach.
I start by understanding the buyer's revenue objectives, audience strategy, current media performance, and measurement gaps. I then connect the solution to measurable outcomes such as better account engagement, improved targeting efficiency, pipeline contribution, and clearer attribution.
I re-opened the conversation by researching a business trigger and introducing a hypothesis tied to the prospect's priorities rather than leading with a product pitch. Through discovery and stakeholder alignment, I built a business case, addressed implementation concerns, and created a clear path to a first purchase.
I map decision-makers, champions, users, procurement, and executive sponsors early, then confirm evaluation criteria and a mutual action plan. I maintain momentum with value-based follow-ups, documented next steps, and regular qualification of business urgency, authority, and technical fit.
I use objective stage-exit criteria, validate next steps with buyers, and distinguish committed opportunities from early-stage pipeline. I review deal risks regularly, update close dates based on evidence, and maintain sufficient prospecting activity so forecast pressure does not distort qualification.
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 Account Director, Mid-Market to drive new business acquisition across the mid-market segment. This role is a unique opportunity for a mid-market seller to expand beyond ad-tech into SaaS and ABM, operating at the intersection of media, programmatic, software, and AI. You’ll own a defined mid-market territory focused primarily on net-new revenue acquisition, engaging accounts that may be new to Demandbase or have had limited prior engagement.
The Advertising Account Director, Mid-Market will play a critical role in expanding Demandbase’s Advertising business by bringing new customers onto the platform and establishing a strong foundation for long-term growth. You’ll focus on identifying, engaging, and closing new opportunities while introducing Demandbase’s Ads and ABM solutions to prospective customers. This is an ideal role for a hunter-minded seller who thrives in fast-paced startup like environments and wants to broaden their expertise between media, adtech, and SaaS while helping shape Demandbase’s AI and mid-market Ads motion.
What You’ll Be Doing
Own a mid-market territory of approximately 100 accounts focused primarily on new opportunities.
Prospect into new and previously unengaged accounts, developing greenfield opportunities from initial outreach through close.
Convert previously inactive or lightly engaged accounts into new customers through discovery-led, consultative, collaborative selling.
Build relationships with marketing, demand generation, and advertising leaders, developing multi-threaded engagement early in the sales cycle.
Partner closely with GAD and ACS leads in a co-selling motion, aligning on account strategy and ensuring a cohesive SaaS and Ads go-to-market approach.
Manage deal cycles ranging from fast-moving monthly or quarterly closes to more complex 6–9 month buying processes.
Drive consistent outbound and inbound pipeline creation, maintain forecast accuracy, and execute disciplined sales processes.
Serve as a trusted advisor in 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
3–5+ years of mid-market or new business sales experience in digital media, DSP, ad-tech, or related advertising solutions.
Proven success closing net-new business and building pipeline through proactive prospecting, outreach, and discovery.
Experience selling into marketing and advertising teams, with the ability to engage both decision-makers and functional buyers.
Demonstrated ability to convert cold or lightly engaged accounts into first-time customers.
Comfortable operating without rigid playbooks; thrives in fast-paced, evolving environments.
Curiosity, initiative, and creativity in uncovering customer needs and aligning solutions
Excitement of the use of AI, automation, and creative tactics to sell smarter
SaaS/ABM familiarity is 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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