Growth Account Director, 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: 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. Benefits Our 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. 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.