Account Executive, Majors

Demandbase

About The Position

As an Account Executive, Majors at Demandbase, you will be a net-new logo hunter focused on the lower-enterprise segment ($100M–$1B). You’ll own the full sales cycle through complex, multi-threaded sales processes. 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.

Requirements

3+ years of enterprise SaaS new business closing experience, preferably selling into Majors/Enterprise segments.
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.
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.

Responsibilities

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, 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.

Benefits

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.

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume