Sales Director, Advertising (Mid-Market)

Introduction to Demandbase: 

Demandbase is the leading account-based GTM platform for B2B enterprises to identify and target the right customers, at the right time, with the right message. With a unified view of intent data, AI-powered insights, and prescriptive actions, go-to-market teams can seamlessly align and execute with confidence. Thousands of businesses depend on Demandbase to maximize revenue, minimize waste, and consolidate their data and technology stacks – all in one platform.
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, Austin, 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 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:

The Director of Mid-Market Advertising Sales will lead a team of Advertising Account Directors focused on growing media revenue within existing accounts. This is a hands-on leadership role responsible for coaching sellers through complex, brand-direct cycles and partnering cross-functionally to drive results.

The Director will play a key role in scaling one of Demandbase’s fastest-growing business units, with visibility across product, sales, and executive leadership. This role offers the opportunity to shape how B2B advertising is sold and developed within a broader GTM strategy—positioning the Director for expanded leadership as the business continues to grow.

The base compensation range for this position for candidates in the United States is: $163,000 - $204,000. 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 skill set, years of experience, and depth of experience.

What You’ll Be Doing

• Manage and coach a team of 5+ Advertising Account Directors focused on growing media spend within existing customer accounts
• Actively support reps in complex sales cycles, jumping into Gong calls, providing in-deal strategy, and addressing customer-specific challenges
• Deliver structured coaching and development plans for both experienced and early-career sellers
• Partner cross-functionally with Account Directors, Product, Marketing, and RevOps to ensure cohesive go-to-market execution
• Contribute to team forecasting, reporting, and sales process improvements within Salesforce
• Drive adoption of our advertising playbook while adapting coaching to different rep styles and account dynamics
• Serve as a strategic voice within the advertising leadership team, helping shape team structure and future hiring
• Ensure your team understands how Demandbase’s advertising platform connects to broader ABM and B2B GTM strategies
• Help expand the team from 5 to 6–7 ADs as we scale
• Report to the VP of Advertising and collaborate closely with executive stakeholders across the business

What We’re Looking For

• 7–10+ years of experience in ad tech, media sales, or digital advertising, with at least 3+ years managing client-facing sales teams
• Proven ability to lead brand-direct sellers in complex, multi-threaded deal cycles involving procurement, legal, and multiple stakeholders
• Experience coaching both senior and early-career sellers, with a track record of elevating team performance
• Familiarity with DSPs and digital media platforms (e.g., The Trade Desk, StackAdapt); experience in B2B advertising a strong plus
• Strong working knowledge of Salesforce; ability to use reporting and pipeline tools to inform coaching and performance reviews
• Comfortable leading from the front—must be willing to get into the weeds and help reps navigate high-stakes customer conversations
• Confident communicator who brings ideas to the table and is open to feedback
• Familiarity with sales methodologies (e.g., MEDDPICC, SPIN) and how to embed them into team development
• Bonus: experience working within or adjacent to SaaS organizations or GTM ecosystems

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 require 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.