Advertising Account Director, Mid-Market

Demandbase

About The Position

Demandbase is seeking an experienced and driven Advertising Account Director, Mid-Market to drive new business acquisition across the mid-market segment. This role is a unique opportunity for a mid-market seller to expand beyond ad-tech into SaaS and ABM, operating at the intersection of media, programmatic, and software. You’ll own a defined mid-market territory focused primarily on net-new revenue acquisition, engaging accounts that may be new to Demandbase or have had limited prior engagement. The Advertising Account Director, Mid-Market will play a critical role in expanding Demandbase’s Advertising business by bringing new customers onto the platform and establishing a strong foundation for long-term growth. You’ll focus on identifying, engaging, and closing new opportunities while introducing Demandbase’s Ads and ABM solutions to prospective customers. This is an ideal role for a hunter-minded seller who thrives in fast-paced startup like environments and wants to broaden their expertise between media, adtech, and SaaS while helping shape Demandbase’s mid-market Ads motion.

Requirements

3–5+ years of mid-market or new business sales experience in digital media, DSP, ad-tech, or related advertising solutions.
Proven success closing net-new business and building pipeline through proactive prospecting, outreach, and discovery.
Experience selling into marketing and advertising teams, with the ability to engage both decision-makers and functional buyers.
Demonstrated ability to convert cold or lightly engaged accounts into first-time customers.
Comfortable operating without rigid playbooks; thrives in fast-paced, evolving environments.
Curiosity, initiative, and creativity in uncovering customer needs and aligning solutions
Excitement of the use of AI, automation, and creative tactics to sell smarter

Nice To Haves

SaaS/ABM familiarity is a plus, but not required—this role provides exposure and growth into SaaS sales motions.

Responsibilities

Own a mid-market territory of approximately 100 accounts with a ~$10M annual quota, focused primarily on new opportunities.
Prospect into new and previously unengaged accounts, developing greenfield opportunities from initial outreach through close.
Convert previously inactive or lightly engaged accounts into new customers through discovery-led, consultative, collaborative selling.
Build relationships with marketing, demand generation, and advertising leaders, developing multi-threaded engagement early in the sales cycle.
Partner closely with GADs and ACs in a co-selling motion, aligning on account strategy and ensuring a cohesive SaaS and Ads go-to-market approach.
Manage deal cycles ranging from fast-moving monthly or quarterly closes to more complex 6–9 month buying processes.
Drive consistent outbound and inbound pipeline creation, maintain forecast accuracy, and execute disciplined sales processes.
Serve as a trusted advisor in advertising, linking Demandbase’s Ads and ABM platforms to measurable customer outcomes.
Collaborate cross-functionally with Marketing, Product, and Customer Success to strengthen Demandbase’s brand presence in the advertising ecosystem.

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.

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