RVP, Enterprise Sales

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 Job

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.

Key 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.

Qualifications

• 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

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 skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.