Growth Account Director, Enterprise

About the role

This position focuses on expanding business within a set of established enterprise clients. You will act as a key advisor, guiding these organizations through their go-to-market challenges and increasing their adoption of our AI-driven platform. Success hinges on strategic account management, executive engagement, and commercial acumen to achieve measurable results for both the customer and the company.

Key facts

What you'll do

• Drive revenue growth within a portfolio of strategic enterprise clients, targeting $1B-$10B in annual revenue, through upsells, cross-sells, and expansion initiatives.
• Design and implement comprehensive account strategies to uncover opportunities across different business units, regions, and product offerings.
• Cultivate strong relationships with senior business leaders while also engaging technical teams on topics like customer data, AI, integrations, and modern GTM technologies.
• Proactively generate new opportunities within existing accounts to build a consistent sales pipeline.
• Manage and guide intricate enterprise sales processes involving multiple stakeholders, internal teams, procurement, and executive decision-makers.
• Develop tailored recommendations for clients by using market intelligence, customer insights, and AI tools.
• Collaborate with Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to ensure exceptional client experiences and outcomes.
• Provide accurate business forecasts by maintaining disciplined account planning, opportunity management, and pipeline generation practices.
• Keep informed about advancements in AI, customer data, sales intelligence, marketing technology, revenue operations, and contemporary go-to-market approaches.

Requirements

• Minimum of 3 years in a complex enterprise sales environment, preferably focused on growing existing enterprise accounts, or acquiring new enterprise business. This includes experience with large accounts, multi-layered buying groups, and extended SaaS sales cycles.
• Proven experience selling enterprise SaaS solutions in at least one of these areas: 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-powered GTM/Sales Technologies.
• Demonstrated success in managing and expanding enterprise opportunities with annual contract values typically between $150K and $500K.
• Proven ability to navigate complex enterprise buying committees and establish relationships with executive stakeholders across various business units.
• Comfort in discussing technical solutions and engaging clients on topics related to customer data, APIs, integrations, AI, and enterprise technology landscapes.
• Consistent track record of generating pipeline through strategic account planning, proactive outreach, and identifying untapped potential.
• Experience utilizing AI tools to enhance research, account planning, customer engagement, and overall sales efficiency.
• Ability to thrive in a collaborative, high-performance setting that emphasizes ownership, accountability, and cross-functional teamwork.
• Possess natural curiosity, strategic thinking, and a customer-centric approach, with a drive to solve complex business problems and build lasting enterprise relationships.

Skills & tools

• AI tools for sales productivity

Practical notes

• Demandbase offers benefits including up to 100% paid Medical and Vision premiums for employees, flexible Paid Time Off, paid holidays, and mental health resources.
• A 401(k) plan is available with pre-tax, after-tax, and Roth options.
• Short-term/long-term disability and life insurance are provided.
• Demandbase does not accept unsolicited resumes from third-party recruiting agencies.