Director, Mid-Market Sales

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 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. Responsibilities: - 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. Qualifications: - 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, 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.