Advertising Account Director, Mid-Market

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, evolvin