Growth Account Director, Enterprise

About the role

In this pivotal role, you will focus on driving growth within a defined set of established enterprise clients. Your primary responsibility will be to serve as a trusted advisor, helping these organizations navigate their go-to-market challenges while enhancing their utilization of our AI-driven platform. Your success will depend on your ability to manage accounts strategically, engage with executives, and apply commercial insight to deliver measurable outcomes for both the client and Demandbase.

Key facts

What you'll do

• Spearhead revenue growth initiatives within a portfolio of high-value enterprise clients, specifically those generating between $1 billion and $10 billion in annual revenue, by executing upsell, cross-sell, and expansion strategies.
• Create and execute detailed account strategies that identify and capitalize on opportunities across various business units, geographic regions, and product lines.
• Build and nurture robust relationships with senior executives while also collaborating with technical teams on critical topics such as customer data management, AI applications, integrations, and modern go-to-market (GTM) technologies.
• Actively seek out new opportunities within existing accounts to establish a steady sales pipeline and ensure consistent revenue growth.
• Oversee and direct complex enterprise sales processes that involve multiple stakeholders, including internal teams, procurement departments, and executive decision-makers.
• Formulate customized recommendations for clients by leveraging market intelligence, customer insights, and advanced AI tools.
• Work closely with teams across Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to guarantee outstanding client experiences and successful outcomes.
• Maintain accurate business forecasts through disciplined account planning, opportunity management, and pipeline generation practices.
• Stay updated on the latest developments in AI, customer data, sales intelligence, marketing technology, revenue operations, and innovative go-to-market strategies.

Requirements

• At least 3 years of experience in a complex enterprise sales environment, ideally with a focus on expanding existing enterprise accounts or acquiring new enterprise business. This includes working with large accounts, navigating multi-layered buying groups, and managing lengthy SaaS sales cycles.
• Demonstrated success in selling enterprise SaaS solutions in areas such as Customer Data Platforms (CDPs), Sales Intelligence, Revenue Intelligence, Marketing Technology (MarTech), Go-to-Market (GTM) Technology, Marketing Automation, Intent Data, Account-Based Marketing (ABM), Revenue Operations (RevOps), Customer Data & Identity Resolution, or AI-driven GTM/Sales Technologies.
• Proven track record of managing and growing enterprise opportunities with annual contract values typically ranging from $150K to $500K.
• Ability to navigate complex enterprise buying committees and build relationships with executive stakeholders across various business units.
• Comfortable discussing technical solutions and engaging clients on topics related to customer data, APIs, integrations, AI, and the broader enterprise technology landscape.
• Consistent history of generating a sales pipeline through strategic account planning, proactive outreach, and identifying untapped market potential.
• Experience using AI tools to improve research, account planning, customer engagement, and overall sales productivity.
• Ability to excel in a collaborative, high-performance environment that values ownership, accountability, and cross-functional teamwork.
• Possess a natural curiosity, strategic mindset, and customer-centric approach, with a strong desire to solve complex business challenges and foster long-term enterprise relationships.

Nice to have

• Familiarity with advanced analytics tools and methodologies.
• Experience in a fast-paced startup environment.
• Knowledge of industry trends and competitive landscape in the SaaS domain.

Skills & tools

• Proficiency in AI tools designed for enhancing sales productivity and efficiency.

Practical notes

• Demandbase provides a comprehensive benefits package that includes up to 100% coverage for Medical and Vision premiums for employees, flexible Paid Time Off, paid holidays, and mental health resources.
• A 401(k) plan is available, offering pre-tax, after-tax, and Roth options.
• Short-term and long-term disability insurance, as well as life insurance, are included in the benefits package.
• Please note that Demandbase does not accept unsolicited resumes from third-party recruiting agencies.