RVP, Enterprise Sales
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Job Description
Lead the enterprise sales strategy at Demandbase, focusing on customer expansion for Fortune 500 accounts. Drive growth through effective team management and strategic partnerships across functions.
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.
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 methodologies (e.g., MEDDIC, Command of the Message)
- Experience partnering cross-functionally with product, marketing, and CS to influence go-to-market motion
Benefits:
- Offers Equity
- Offers Commission
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