Account Manager, Enterprise

Job description

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: Account Managers expand and manage customers in order to maximize revenue. The team supports overarching strategy for our customers, as well as general account and project management. Acting as a central hub for our customers, Account Managers work in lockstep with Sellers and Customer Success Managers and partner closely with cross-functional teams to aid in customer value and increase customer investment. What you’ll be doing: - Work in lockstep with Sellers to engage with key customer stakeholders, building relationships and aligning the Demandbase value proposition to organizational goals and objectives. - Act as a central hub for customers and cross-functional relationships, aiming to drive internal team cohesion, increased value for our customers, and maximize Demandbase revenue. - Compile and present proposals and strategic recommendations that lead to expansion via upsell and cross sell opportunity identification. - Account planning with Sellers, Customer Success Managers and Advertising Campaign Strategists to execute on annual and quarterly OKRs (objectives and key results), addressing areas of opportunity and need across large enterprise accounts and coordinating an approach to executing account plans. - Work closely with the Customer Success team on strategic account expectations, ensuring the accounts are fully engaged, seeing value in our solutions, and socializing success internally. - When appropriate, organize, schedule and lead customer calls as a dedicated partner to Sales and CSMs. - Build trusted relationships with executive business stakeholders by understanding their business priorities and ideal go to market use cases to deliver business outcomes that address client’s primary KPIs. Build subject matter expertise around the martech landscape and common integrations with Demandbase such as CRM, MAS, BI, Personalization, CDP etc. - Stay current on evolving trends around leveraging AI for more efficient workflows (ChatGPT, Claude, DBAI), Account-Based Marketing, and customer data. What we’re looking for: - 3+ years of sales and/or account management experience from a high tech company, ideally with Marketing, AdTech or related applications in a SaaS environment - Ability to manage a complex sales cycle with multiple stakeholders and decision makers that span across different lines of business. - Ability to work with and leverage cross-functional relationships. - Experience in identifying and closing up-and cross-sell opportunities. - Passion for customer success with the ability to communicate that passion effectively in person, in writing, and over the phone. - Self-motivated and responsible individual who will represent the company with the highest level of integrity and professionalism. - Experience in an overlay selling environment, partnering with both a core Platform seller and Advertising seller to expand and compliment both sides of the business. - Experience leveraging AI tools to improve research, account planning, customer engagement, and overall sales productivity. 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.