Director, Mid-Market Sales

Introduction to Demandbase: 

"At Demandbase, we empower B2B companies to achieve their revenue goals faster and more efficiently—using fewer resources. How? By harnessing the power of AI to pinpoint and engage the accounts and buying groups most ready to buy. Our cutting-edge account-based technology aligns sales and marketing teams with crystal-clear insights and seamless automation, driving smarter actions across systems and channels. The result? Bigger wins, faster deals, and scalable ABM built for the way you work."

As a company, we prioritize both the advancement of careers and the development of world-class technology. We invest heavily in people, our culture, and the communities around us. We have offices strategically located in San Francisco, New York, and Austin in the US as well as London. Outside of these areas we offer a remote work option for some of our positions. Continuously lauded as a great place to work, we are Great Place to Work Certified, and have earned distinctions such as "Fortune's Best Workplaces in the Bay Area,"Best Workplaces in Technology," "Best Workplaces for Millennials," and "Best Workplaces for Parents"!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of achieving our mission to transform the way B2B companies go to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role

We are seeking a proven, results-oriented Director of Mid-Market Sales to lead our Mid-Market and Corporate Sales team and drive new business growth across these sectors. This leader will be hands-on in the field, traveling with Account Executives, sponsoring deals at the executive level, and coaching the team through every stage of the sales cycle. The Director will own pipeline creation, forecasting accuracy, and revenue attainment while developing Account Executives into high-performing sellers in the mid-market and corporate segments.

The base compensation range for this position, not including variable, is: $130,000 - $194,000. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skillset, years of experience, and depth of experience.

What You’ll Be Doing

• Own overall revenue goals and quotas for the Account Executive team, reporting results to senior leadership.
• Lead, hire, and mentor a high-performing team of Account Executives, building a culture of accountability and collaboration.
• Drive pipeline growth and ensure accurate forecasting through disciplined pipeline management (SPICED methodology).
• Provide deal strategy coaching and executive sponsorship on complex opportunities, including legal and negotiations.
• Represent Demandbase as a senior leader in prospect pursuits (new logos), reinforcing our AI-powered GTM differentiation.
• Partner cross-functionally with Marketing, Product, Legal, and Finance to align campaigns, streamline contracting, and accelerate deal velocity.
• Deliver market insights and in-field sales feedback to Product and leadership to help shape GTM strategy.
• Support the team at tradeshows and marketing events that drive lead generation and revenue.

What We’re Looking For

• 7+ years of B2B SaaS sales experience, with 3+ years in a sales leadership role focused on the mid-market and corporate sectors.
• Proven success in consistently exceeding revenue targets and scaling sales teams.
• Deep expertise in pipeline growth, forecasting, deal strategy, and mid-market negotiations.
• Strong command of SPICED methodology (and familiarity with frameworks such as MEDDICC, Challenger, Value Selling).
• Proficiency with Salesforce and HubSpot for forecasting, deal management, and reporting.
• Experience supporting AEs in the field, including executive deal sponsorship and customer travel.
• Skilled at running weekly 1:1s, structured deal reviews, and coaching sessions to elevate sales performance.
• Experience in sales enablement — ensuring adoption of structured training programs and required certifications.
• Executive presence with the ability to influence senior stakeholders and sponsor high-value opportunities.
• Comfortable thriving in a fast-paced, high-growth environment.

Benefits:

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, no internal meetings Fridays, as well as access to Modern Health and other mental wellness resources. Additionally, we offer eight paid holidays and two additional week-long breaks when all Demandbase employees in the US take time off simultaneously (the week of July 4th and the week of Thanksgiving). We also provide 401(k), short-term/long-term disability, life insurance, and other great benefits.

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.