Demandbase, Inc.

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. About the Role: 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, software, and AI. 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 AI and mid-market Ads motion. What You’ll Be Doing Own a mid-market territory of approximately 100 accounts 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 GAD and ACS leads 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. What We’re Looking For 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 SaaS/ABM familiarity is a plus, but not required—this role provides exposure and growth into SaaS sales motions. 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. Our Commitment to Diversity, Equity, and Inclusion at Demandbase At

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. About the Role Demandbase is seeking an experienced Senior FP&A Manager based in the US to join our dynamic finance team. This role is ideal for a strong financial partner with deep experience supporting engineering or technical organizations, and a background in corporate budgeting and SaaS performance drivers. Reporting to the VP Finance, you will serve as the dedicated FP&A business partner to our Engineering organization, owning forecasting, headcount planning, and spend analysis for the function. You will also support Demandbase's corporate FP&A processes — including company-wide budgeting, long-range planning, rolling forecasts, and board-level reporting — as needed. You will work cross-functionally with finance and engineering leaders to deliver actionable insights that drive sustainable growth, efficiency, and sound decision-making. What You'll Be Doing This role is primarily focused on Engineering business partnering, with some support of Corporate FP&A processes as needed. Business Partnering Serve as a strategic finance partner to Engineering leadership, owning headcount planning, COGS and opex forecasting, and cost center management. Partner with Engineering leadership on key spend drivers — such as capitalized software costs, infrastructure/cloud spend, or resourcing trade-offs — depending on the function supported. Develop and drive product-level P&Ls, giving Engineering and Product leadership clear visibility into profitability, cost allocation, and margin drivers by product line. Define and monitor key operating metrics, connect them to financial outcomes, and proactively surface trends, risks, and opportunities for leadership. Own and diagnosing root-cause drivers behind margin performance and flagging risks to leadership. Corporate FP&A Support the annual budgeting process, rolling forecasts, and long-range strategic plan across business units. Partner with the VP of Finance to prepare materials for the Board of Directors, Investor Relations, and other financial stakeholders. What We Are Looking For Minimum 5-7 years of experience in FP&A, financial planning, ideally within a technology or SaaS company. Education: Bachelor's degree in Finance, Accounting, Economics, or related field. MBA or CPA a plus. Demonstrated experience independently owning complex FP&A processes and serving as a trusted finance business partner to an engineering or technical organization, including headcount planning, opex forecasting, and cost driver analysis; exposure to corporate-level FP&A processes (budgeting, forecasting, Board reporting) a plus. Communication: Strong communication and presentation skills; comfortable working with both finance leadership and functional stakeholders. Tooling Expertise: Proficiency with financial planning platforms such as NetSuite, Workday Adaptive Planning, and advanced Google Sheets modeling. Proficient in SaaS business models and key metrics (e.g., ARR, CAC, margin structure). Self-starter with strong attention to detail; able to manage competing priorities in a fast-paced environment. Collaborative mindset with strong business judgment and curiosity; motivated to be a trusted finance partner across the organization. Our Commitment to Diversity, Equity, and Inclusion at Demandbase At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis. We recognize that not all candidates will have every ski

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. About the Role: The Strategic Partnerships Director will own and expand relationships with our most important technology and advisory partners. This senior individual contributor will develop and execute executive engagement strategies with leading ecosystem partners including Adobe, Salesforce, AWS, Databricks, Snowflake, Accenture, and PwC, driving long-term business value across product innovation, go-to-market (GTM) alignment, and customer success. This role sits at the intersection of product strategy, AI innovation, enterprise sales, and executive relationship management. The ideal candidate excels at influencing without authority, building executive trust, identifying market opportunities, and orchestrating cross-functional initiatives that accelerate growth for both Demandbase and our strategic partners. What you'll be doing: Executive Relationship Management Serve as the executive relationship owner for Demandbase's highest-priority technology and advisory partners. Build trusted relationships with C-level, SVP, and VP leaders across Product, Alliances, Sales, Marketing, and Strategy. Develop and execute executive engagement plans that deepen strategic alignment and create measurable business outcomes. Facilitate executive business reviews (EBRs), strategic planning sessions, and leadership summits. Strategic Partnership Development Own the long-term strategy for assigned strategic partnerships. Identify new areas for collaboration across product innovation, AI initiatives, data partnerships, cloud infrastructure, and services. Develop joint business plans with clear KPIs and executive sponsorship. Act as the primary point of coordination across internal stakeholders to ensure successful execution. Product & Technical Alignment Partner closely with Product Management and Engineering to influence Demandbase's partner roadmap. Drive adoption and awareness of strategic integrations including: APIs MCP (Model Context Protocol) AI-native workflows Cloud data integrations Identity and activation capabilities Identify opportunities for new product integrations that create differentiated customer value. Go-to-Market Strategy Build joint GTM strategies that generate pipeline and revenue. Partner with Sales, Marketing, Customer Success, and Partner Marketing to, launch integrated solutions, develop joint messaging, enable field teams, drive co-selling motions Evangelize Demandbase's value proposition across partner organizations while positioning partner capabilities internally. AI & Ecosystem Innovation Stay ahead of emerging trends in AI, enterprise software, cloud ecosystems, and B2B go-to-market technology. Identify opportunities to leverage AI-first architectures and intelligent workflows across partner ecosystems. Champion innovative approaches that position Demandbase as a strategic AI platform within the broader enterprise technology landscape. Internal Leadership Serve as a strategic advisor to executive leadership on ecosystem trends and partner strategy. Influence cross-functional priorities without direct authority. Represent Demandbase at executive forums, conferences, partner events, and industry engagements. What we're looking for: 8+ years of experience in strategic partnerships, alliances, business development, or enterprise technology. Experience managing executive relationships with Fortune 500 technology companies. Deep understanding of enterprise SaaS ecosystems. Proven experience building strategic alliances with organizations such as Salesforce, AWS, Adobe, Snowflake, Databricks, Microsoft, Google Cloud, or similar. Strong understanding of enterprise GTM motions including, co-selling, joint marketing, partner ecosystems, solution development Ability to influence senior executives internally and externally without formal authority. Excellent executive communication, presentation, and negotiation skills. Experience leading complex cross-functional initiatives. Bonus: Experience working with enterprise data platforms and cloud ecosystems. Familiarity with APIs, cloud integrations, AI platforms, and emerging standards such a