Account Executive, Majors

• 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 with ~$150k–$200k+ ACVs, 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.

• 3+ years of enterprise SaaS new business closing experience with an emphasis on Martech, Revtech, CDP or relative Data products.
• 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 and $150k–$200k+ ACVs.
• 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.

Pay range: $89K - $133K

• 100% paid premiums for Medical and Vision coverage.
• Access to mental wellness resources, including Modern Health.
• Flexible PTO policy and 15 paid holidays in 2025, including a three-day break around July 4th and a full week off for Thanksgiving.
• No Internal Meetings Fridays.
• Competitive 401(k) plan, short-term and long-term disability coverage, and life insurance.