Sales Director, Advertising (Mid-Market)

United States – Remote

Welcome to Demandbase:

Demandbase stands at the forefront of the account-based go-to-market (GTM) landscape, empowering B2B enterprises to precisely identify and engage the optimal customers at the perfect moment with tailored messaging. With an integrated view of intent data, enriched with AI-enhanced insights and actionable recommendations, B2B teams can effortlessly synchronize and execute strategies with confidence. Businesses across various sectors trust Demandbase to optimize revenue, reduce wastage, and streamline their data and tech infrastructure—all within a single platform.

As a company, we are deeply committed to fostering career growth alongside the creation of cutting-edge technology. We invest significantly in our talent, culture, and the communities that surround us. With offices in San Francisco, Austin, New York, and Hyderabad, we embrace a hybrid work model and also support remote work across various regions, including a vibrant presence in Atlanta, GA, and London, UK. Recognized consistently as a top workplace, we proudly hold certifications from Great Place to Work and accolades such as “Fortune’s Best Workplaces” titles across multiple categories!

We are dedicated to cultivating a diverse workforce where every Demandbase team member can contribute their unique talents to help reshape the B2B market landscape. We strongly encourage individuals from historically underrepresented backgrounds and diverse experiences to consider joining our team. Grow alongside us at Demandbase!

Role Overview:

The Director of Mid-Market Advertising Sales will spearhead a team of Advertising Account Directors, concentrating on enhancing media revenue within established accounts. This dynamic leadership position involves coaching sales representatives through intricate brand-direct cycles and collaborating cross-departmentally to deliver results.

This pivotal role focuses on expanding one of Demandbase’s most rapidly developing business units, providing visibility across product, sales, and executive leadership. It offers a unique chance to influence how B2B advertising is marketed and developed within a comprehensive GTM strategy, setting the foundation for increased leadership opportunities as the organization evolves.

The anticipated base salary for this role in the United States ranges from $163,000 to $204,000. For candidates located elsewhere, the compensation range will vary based on the primary work location, reflecting our location-specific approach. Actual compensation packages will consider a diverse range of factors unique to each individual, including skill set, years of experience, and specific expertise.

Key Responsibilities:

• Lead and mentor a team of 5+ Advertising Account Directors with a focus on driving increased media spending within existing client accounts.
• Provide active support for team members in complex sales procedures, including participation in Gong calls, strategic input during negotiations, and addressing customer-specific hurdles.
• Implement structured coaching and development initiatives for sellers at all experience levels.
• Collaborate closely with Account Directors, Product, Marketing, and Revenue Operations to ensure seamless go-to-market strategies.
• Contribute to sales forecasting, reporting, and process enhancements using Salesforce.
• Facilitate the adoption of our advertising playbook while tailoring coaching approaches to fit various representative styles and account needs.
• Act as a strategic contributor within the advertising leadership team, influencing team structure and future recruitment efforts.
• Help your team understand the connection between Demandbase’s advertising platform and the broader ABM and B2B GTM strategies.
• Support team expansion from 5 to 6-7 Advertising Directors as we grow.
• Report directly to the VP of Advertising and work collaboratively with various executive stakeholders.

Candidate Profile:

• 7-10+ years of experience in advertising technology, media sales, or digital advertising, with a minimum of 3+ years in a managerial role overseeing client-facing sales teams.
• Demonstrated ability to guide brand-direct sellers through complex, multifaceted sales cycles involving legal, procurement, and multiple stakeholder dynamics.
• Proven experience in coaching both seasoned and novice sales professionals, with a successful track record of enhancing team performance.
• Familiarity with DSPs and digital media platforms (e.g., The Trade Desk, StackAdapt); experience in B2B advertising is highly advantageous.
• Solid understanding of Salesforce; adept at using reporting and pipeline tools to guide coaching and performance assessments.
• Proactive leader who actively engages in high-stakes customer interactions to provide practical support to team members.
• Confident communicator capable of articulating innovative ideas while welcoming constructive feedback.
• Experience with sales methodologies (e.g., MEDDPICC, SPIN) and implementing them in team development.
• Bonus: familiarity with SaaS businesses or GTM ecosystems.

Our comprehensive benefits package is designed to bolster your health, well-being, and financial stability. We offer up to 100% coverage for Medical and Vision premiums, ensuring you and your loved ones have access to top-notch healthcare. We prioritize mental wellness, boasting resources like Modern Health to support your emotional health. We promote a healthy work-life balance, reflected in our flexible PTO policy, 15 paid holidays in 2025 (including a long break around Thanksgiving), and designated No Internal Meetings Fridays to allow uninterrupted focus on priorities. For long-term financial wellness, we offer a competitive 401(k) plan, as well as short-term and long-term disability coverage, life insurance, and other valuable benefits to support your peace of mind.

Diversity, Equity, and Inclusion Commitment at Demandbase

At Demandbase, we are passionate about fostering an inclusive workplace that celebrates diversity in every form. We understand that unique perspectives enrich our community, and we are dedicated to creating an environment where everyone feels valued, respected, and supported. Discrimination in any form is unacceptable, and we are committed to ensuring equal opportunities for growth and success for all, irrespective of gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or other protected statuses. We also evaluate applicants with criminal records on an individual basis rather than disqualifying them outright.

We appreciate that candidates may not meet every qualification listed; if you believe you possess the experience necessary to thrive in this role, we encourage your application!

True diversity and inclusion require ongoing dedication, and we are resolutely committed to building a safe and equitable workplace for all. Join us in creating a community where we learn from one another, honor our differences, and collaborate effectively.

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Do you have experience coaching a team of Advertising Account Directors (or similar roles) on how to navigate sales scenarios and leverage competitive advantages in the B2B media and advertising space? Please describe.

Have you driven performance and growth within a mid-market advertising business through coaching, strategy input, or hands-on support? Please share an example.

Are you a present and engaged sales leader? Describe how you support your team through Gong call reviews, deal involvement, feedback, or adapting to different seller styles.