RVP, Enterprise Sales

Demandbase

9d

About The Position

Demandbase is entering a critical inflection point as we accelerate into hyper-growth and expand our footprint across the enterprise customer base. With major momentum in product innovation, strengthened GTM alignment, and a substantial expansion opportunity within our existing Fortune 500 accounts, we are investing in a senior leader to shape and scale our enterprise growth engine. Against this backdrop, we are seeking a RVP, Enterprise Sales (West) to lead a team of seasoned Enterprise Growth Account Directors and own the West Region’s expansion strategy. This leader will elevate our customer growth motions beyond traditional renewals and upsells into larger, multi-product, multi-line-of-business wins while building a scalable, repeatable expansion engine for a company rapidly moving toward its next revenue milestone. The RVP, Enterprise Sales opportunity provides the chance to architect a modern expansion motion, shape how Demandbase grows within the enterprise-strategic segment, and influence outcomes at the highest levels of the organization.

Requirements

• 7–10 years of enterprise sales leadership experience in B2B SaaS, with a focus on customer expansion and strategic account growth; preferred strong familiarity with Martech, RevTech, Data, or AI platforms
• Strong track record managing and coaching experienced account directors across dispersed geographies
• Demonstrated success driving revenue within complex enterprise environments, including renewals, cross-sell, and upsell
• Proven ability to lead multi-threaded, consultative deal cycles and executive-level negotiations
• Fluency in enterprise sales method logies (e.g., MEDDIC, Command of the Message)
• Experience partnering cross-functionally with product, marketing, and CS to influence go-to-market motion

Responsibilities

• Own and operationalize the customer expansion strategy across Demandbase’s enterprise segment West (PST & MST).
• Lead, coach, and scale a geographically distributed team of 7 Growth Account Directors focused on multi-product, multi-line-of-business expansion within existing key Fortune 500 accounts.
• Create and execute territory strategies to drive pipeline coverage and penetration into whitespace within existing accounts.
• Guide strategic deal cycles and lead complex renewal and pricing negotiations with executive stakeholders.
• Enforce sales rigor, forecast accuracy, and process discipline using frameworks such as MEDDIC or Command of the Message.
• Partner cross-functionally with marketing, product, CS, and sales strategy to align packaging, positioning, and growth strategy execution.
• Cultivate executive relationships within key accounts to elevate Demandbase’s footprint and long-term value.
• Track team quota attainment, pipeline health, and account expansion KPIs
• Drive a culture of accountability, experimentation, learning, and high-performance execution.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees