📌 Core Information
🔹 Job Title: Growth Account Director, Strategic
🔹 Company: Demandbase
🔹 Location: Austin, TX
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: April 11, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Strategic account management for Fortune 500 companies with $10B+ revenue
- Consultative sales approach with a focus on data use cases
- Custom solution creation and pricing models
- Cross-functional leadership and internal coordination
- Long, complex sales cycles with six- to seven-figure deals
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to navigate complex organizations and sales cycles.
📋 Key Responsibilities
✅ Own and grow a portfolio of strategic accounts, driving multi-year SaaS renewals and large-scale data expansions
✅ Lead highly consultative, often ambiguous sales cycles, including custom scoping, pricing models, and frameworks for new data use cases
✅ Co-create new use cases and commercial structures in partnership with product, engineering, customer success, and executive stakeholders
✅ Navigate large enterprise orgs with multiple lines of business and global complexity; build and maintain strategic, long-term relationships
✅ Uncover and pursue whitespace opportunities across teams and regions; proactively build pipeline across new stakeholders and use cases
✅ Run structured, value-based sales motions using frameworks like MEDDIC, SPICED, or similar
✅ Close highly customized six- to seven-figure deals—ranging from $500K to $2M+
✅ Lead internal cross-functional coordination to shape account plans, scope projects, and accelerate deal velocity
✅ Operate with full accountability for forecasting, territory planning, and Salesforce hygiene
ASSUMPTION: The role involves a high degree of autonomy and requires strong organizational skills to manage multiple projects and stakeholders.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field
Experience: 3-5+ years of strategic-level sales experience with an emphasis on Data, including consistent quota overachievement and large, strategic deal execution
Required Skills:
- Proven success in value-based, consultative sales environments with long, complex sales cycles and multiple stakeholder types
- Fluency in custom scoping and the ambiguity that comes with new product or solution creation
- Strong ability to operate across functions and bring others along—internally and externally
- Capable of building trust with senior executives while driving toward measurable business outcomes
- Strong storytelling, negotiation, and deal-shaping skills
Preferred Skills:
- Experience selling into Fortune 500 or global enterprises in the $10B+ revenue tier
- Highly self-directed, but collaborative and team-first in approach
ASSUMPTION: The ideal candidate will have a proven track record in strategic sales, with a focus on data, and experience working with large enterprise accounts.
💰 Compensation & Benefits
Salary Range: $160,000 - $200,000 (Estimated based on industry standards for similar roles and experience levels)
Benefits:
- Options for up to 100% paid Medical and Vision premiums for employees
- A flexible PTO policy
- No internal meetings on Fridays
- Access to Modern Health and other mental wellness resources
- Eight paid holidays and two additional week-long breaks
- 401(k), short-term/long-term disability, life insurance, and other great benefits
Working Hours: Full-time, typically 40 hours per week, with flexibility for remote work
ASSUMPTION: The salary range is estimated based on industry standards for similar roles and experience levels. The actual salary may vary based on factors such as skills, experience, and market conditions.
📌 Applicant Insights
🔍 Company Context
Industry: Demandbase operates in the Software Development industry, focusing on account-based marketing and sales solutions for B2B enterprises.
Company Size: Demandbase is a mid-sized company with 501-1,000 employees, providing a collaborative and dynamic work environment.
Founded: 2005, with headquarters in San Francisco, CA, and offices in New York, NY, and Austin, TX, as well as remote work options for some positions.
Company Description:
- Demandbase is the leading account-based go-to-market platform for B2B enterprises, helping businesses identify and target the right customers at the right time with the right message.
- The company offers a unified view of intent data, AI-powered insights, and prescriptive actions to maximize revenue and minimize waste.
- Demandbase is committed to creating a safe and equitable workspace for all employees, with a focus on diversity, equity, and inclusion.
Company Specialties:
- Account-based marketing (ABM)
- B2B marketing and sales
- Company-targeted advertising
- Web analytics and optimization
- Targeting and personalization
- Account-based advertising
- Display advertising and programmatic advertising
- B2B go-to-market strategy
- Account-based experience and multi-channel orchestration
- Attribution and predictive analytics
- Sales insights and account intelligence
Company Website: Demandbase
ASSUMPTION: Demandbase is a well-established company in the B2B marketing and sales space, with a strong focus on innovation and customer success.
📊 Role Analysis
Career Level: This role is at the senior level, requiring a high degree of expertise and experience in strategic sales.
Reporting Structure: The Growth Account Director, Strategic reports directly to the VP of Sales or a similar executive role.
Work Arrangement: This role offers remote work options, with the expectation of occasional travel for client meetings and company events.
Growth Opportunities:
- Advancement to a leadership or management role within the sales organization
- Expansion of responsibilities to include mentoring and coaching of junior sales team members
- Potential to transition into a product or customer success role, leveraging the deep understanding of customer needs and market trends
ASSUMPTION: The role offers significant growth potential, both within the sales organization and across other functions within the company.
🌍 Location & Work Environment
Office Type: Demandbase has offices in San Francisco, New York, and Austin, with remote work options available for some positions.
Office Location(s): 680 Folsom Street, Suite 400, San Francisco, CA 94107, US; 114 W 41st St, New York, NY 10036, US; 101 Yesler Way, Seattle, WA 98104, US
Geographic Context:
- Austin, TX: A vibrant and growing tech hub with a lower cost of living compared to coastal cities like San Francisco and New York
- Remote work: Offers flexibility and the ability to work from home or a preferred location
Work Schedule: Full-time, typically 40 hours per week, with flexibility for remote work
ASSUMPTION: The remote work option provides flexibility and the ability to balance work and personal life more effectively.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with a member of the HR team or a manager
- In-depth phone or video interview with the hiring manager and/or other team members
- On-site or virtual final round interview with key stakeholders, including senior leadership
- Background check and reference check
Key Assessment Areas:
- Sales skills and experience, with a focus on strategic, consultative selling
- Product knowledge and understanding of Demandbase's platform and solutions
- Problem-solving and critical thinking skills
- Communication and presentation skills
- Cultural fit and alignment with Demandbase's values and mission
Application Tips:
- Tailor your resume and cover letter to highlight your strategic sales experience and relevant achievements
- Be prepared to discuss specific sales strategies, tactics, and success stories from your past roles
- Research Demandbase's platform and solutions, and be ready to ask insightful questions about the company and its products
- Prepare for behavioral interview questions that focus on your problem-solving skills, communication style, and cultural fit
ATS Keywords: Strategic sales, consultative selling, data use cases, custom solutions, cross-functional leadership, long sales cycles, six-figure deals, remote work, Austin, TX
ASSUMPTION: The interview process will focus on assessing your sales skills, product knowledge, and cultural fit, with a strong emphasis on strategic, consultative selling.
🛠️ Tools & Technologies
- Salesforce
- LinkedIn Sales Navigator
- HubSpot or similar marketing automation platforms
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Zoom or similar video conferencing tools
ASSUMPTION: The role requires proficiency in CRM software, marketing automation tools, and video conferencing platforms for effective communication and collaboration.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric: Prioritizes the customer's long-term success while defending value and ROI
- Strategic and consultative: Shapes problems, not just solves them; designs solutions that don't yet exist
- Value-based engagement: Uncovers business needs and aligns deals to outcomes, not just features
- Cross-functional leadership: Brings others along—internally and externally—to build enterprise buy-in
- Execution-oriented: Pushes through ambiguity and long sales cycles to deliver outcomes
- Product mastery: Understands Demandbase's platform, especially its data capabilities, and how they map to strategic needs
- People-first presence: Earns executive trust and navigates high-stakes, multi-threaded conversations with ease
Work Style:
- Highly self-directed, with a strong ability to operate autonomously and manage multiple projects and stakeholders
- Collaborative and team-first, with a focus on building and maintaining strong relationships with both internal and external stakeholders
- Adaptable and resilient, with the ability to navigate ambiguity and long sales cycles
- Strong communication and presentation skills, with the ability to tailor messages to different audiences
Self-Assessment Questions:
- Do you have a proven track record of success in strategic, consultative sales environments with long, complex sales cycles and multiple stakeholder types?
- Are you comfortable operating in open-ended conversations and co-creating custom solutions across new and emerging data use cases?
- Do you thrive in a dynamic, fast-paced work environment, and are you able to manage multiple projects and priorities effectively?
- Are you able to build and maintain strong relationships with senior executives and other high-level stakeholders?
ASSUMPTION: Demandbase values a customer-centric, strategic, and consultative approach to sales, with a strong emphasis on execution and cross-functional leadership.
⚠️ Potential Challenges
- The role requires a high degree of autonomy and self-direction, which may be challenging for individuals who prefer a more structured work environment
- The long, complex sales cycles and high-stakes negotiations can be stressful and demanding, requiring strong resilience and adaptability
- The role may involve occasional travel for client meetings and company events, which can be disruptive to personal schedules and family commitments
- The remote work option may present challenges in maintaining work-life balance and staying connected with the broader team and company culture
ASSUMPTION: The role presents unique challenges that require strong self-management skills, resilience, and adaptability.
📈 Similar Roles Comparison
- Growth Account Director, Strategic vs. Account Executive: The Growth Account Director role focuses on strategic, consultative selling to Fortune 500 companies with $10B+ revenue, while the Account Executive role may involve a broader range of clients and a more transactional sales approach
- Industry-specific context: Demandbase operates in the B2B marketing and sales space, with a strong focus on account-based marketing and sales solutions. Other companies in this industry may offer similar roles with different product offerings and target markets
- Career path comparison: The Growth Account Director role is a senior-level position that offers significant growth potential within the sales organization and across other functions within the company. Similar roles in other organizations may offer comparable career advancement opportunities
ASSUMPTION: The Growth Account Director role at Demandbase is a unique position that requires a strategic, consultative sales approach and a deep understanding of the company's platform and solutions.
📝 Sample Projects
- Developing a custom data use case and pricing model for a Fortune 500 company with $10B+ revenue, in partnership with product, engineering, and customer success stakeholders
- Navigating a large, complex enterprise organization to identify whitespace opportunities and build pipeline across new stakeholders and use cases
- Running a structured, value-based sales motion using a framework like MEDDIC or SPICED to close a six- to seven-figure deal with a strategic customer
ASSUMPTION: The role involves a high degree of customization and collaboration, with a strong focus on strategic, consultative selling.
❓ Key Questions to Ask During Interview
- Can you describe the typical sales cycle for a strategic account, and how the team supports the Growth Account Director in managing long, complex sales processes?
- How does Demandbase approach cross-functional collaboration and coordination, and how does the Growth Account Director role fit into this structure?
- What are the key priorities for the first 30, 60, and 90 days in this role, and how does the team support the new hire in onboarding and ramping up?
- How does Demandbase measure success and performance for the Growth Account Director role, and what are the key metrics and KPIs used to track progress?
- What opportunities exist for growth and development within the sales organization, and how does Demandbase support the career advancement of its sales team members?
ASSUMPTION: The interview process will provide valuable insights into the role's responsibilities, the team's dynamics, and the company's culture and values.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your strategic sales experience and relevant achievements, with a focus on consultative selling, custom solution creation, and long, complex sales cycles
- Prepare for behavioral interview questions that focus on your problem-solving skills, communication style, and cultural fit
- Research Demandbase's platform and solutions, and be ready to ask insightful questions about the company and its products
- Follow up with the hiring manager or HR team one week after submitting your application to express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
