Account Executive, Majors

Introduction to Demandbase

Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Our account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

As a company, we prioritize both the advancement of careers and the development of world-class technology. We invest heavily in people, our culture, and the communities around us. We have offices strategically located in San Francisco and New York in the US, and Hyderabad, in India and we embrace a hybrid work model in these regions. Outside of these areas we offer a remote work option and boast a significant presence in Austin, TX, Atlanta, GA, and London, UK. Continuously lauded as a great place to work, we are Great Place to Work Certified, and have earned distinctions such as "Fortune's Best Workplaces in the Bay Area,"Best Workplaces in Technology," "Best Workplaces for Millennials," and "Best Workplaces for Parents"!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of achieving our mission to transform the way B2B companies go to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role

As an Account Executive, Majors at Demandbase, you will be a net-new logo hunter focused on the Majors (enterprise) segment - companies between $100M–$1B in revenue. You’ll own the full sales cycle, driving $150k–$200k+ ACV deals through complex, multi-threaded sales processes that often span 6–10+ months. Success in this role means consistently building your own pipeline (30–60% sourced), navigating competitive enterprise landscapes with creativity and grit, and closing meaningful new business that expands Demandbase’s presence in this critical market.

As part of a highly selective, senior-level sales team, the Account Executive, Majors will have the opportunity to make a visible impact by securing marquee logos, engaging senior executives across Sales, Marketing, and the C-Suite, and leading enterprise-level pursuits. This role provides the chance to sharpen your enterprise sales craft, sell differentiated SaaS technology that demands consultative, value-based engagement, and unlock significant financial upside through accelerators and Spiffs - including the potential to double commission at 125–150% attainment.

The base compensation range, not including variable, for candidates in the SF Bay Area is: $89,000 - $133,000. For all other locations, the base compensation range is based on the primary work location of the candidate as our ranges are location specific. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skillset, years of experience, and depth of experience.

What You’ll Be Doing

• Own the full sales cycle from prospecting through close for new Majors accounts within your territory.
• Build and maintain pipeline by personally sourcing 30–60% of opportunities and progressing 4–5 new Majors deals per quarter.
• Lead consultative, value-based sales engagements with multiple stakeholders across Sales, Marketing, and the C-Suite.
• Multi-thread effectively across 8–15+ stakeholders per deal, ensuring alignment across executives, directors, and end users.
• Drive complex enterprise deal cycles with ~$150k–$200k+ ACVs, maintaining a consistent 30% win rate or higher.
• Develop accurate forecasts, report on pipeline metrics, and manage all sales activity in CRM (Salesforce.com experience preferred).
• Partner cross-functionally with Marketing, Solutions Consulting, and Growth to strategize on competitive deals and strengthen customer outcomes.
• Leverage strategic thinking and storytelling to communicate Demandbase’s differentiated value, simplifying complex products into clear business outcomes.

What We’re Looking For

• 3+ years of enterprise SaaS new business closing experience with an emphasis on Martech, Revtech, CDP or relative Data products.
• Proven pipeline-builder: demonstrated ability to self-source and close net-new business in competitive markets (30–60% sourced pipeline).
• Experience managing complex, multi-threaded sales cycles with 8–15+ stakeholders and $150k–$200k+ ACVs.
• Strong command of consultative, value-based selling methodologies (e.g., MEDDICC, Challenger, SPIN, etc.) and ability to articulate metrics (win rate, pipeline coverage, SQL-to-pipeline conversion).
• Experience selling into Marketing and Sales leaders; ability to navigate executive-level conversations with business acumen.
• Competitive mindset: proven success winning against well-established competitors in complex, strategic deals.
• Collaborative, resourceful, and able to leverage cross-functional partners to drive outcomes.
• Self-starter with a builder mentality: thrives in environments without heavy inbound, where success depends on initiative and creativity.

Benefits

We offer a comprehensive benefits package designed to support your health, well-being, and financial security. Our employees enjoy up to 100% paid premiums for Medical and Vision coverage, ensuring access to top-tier care for you and your loved ones. In addition, we provide a range of mental wellness resources, including access to Modern Health, to help support your emotional well-being. We believe in a healthy work-life harmony, which is why we offer a flexible PTO policy, 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving—and No Internal Meetings Fridays to give you uninterrupted time to focus on what matters most. For your financial future, we offer a competitive 401(k) plan, short-term and long-term disability coverage, life insurance, and other valuable benefits to ensure your financial peace of mind.

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.

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