Sales Director, Advertising

Summary

Join Demandbase as the Director of Mid-Market Advertising Sales and lead a team of Advertising Account Directors focused on growing media revenue within existing accounts. This hands-on leadership role involves coaching sellers through complex sales cycles, partnering cross-functionally, and contributing to team forecasting and sales process improvements. You will play a key role in scaling a fast-growing business unit, shaping how B2B advertising is sold, and expanding team leadership. The role requires 7-10+ years of experience in ad tech, media sales, or digital advertising, with at least 3+ years managing client-facing sales teams. Demandbase offers a comprehensive benefits package including up to 100% paid premiums for Medical and Vision coverage, mental wellness resources, flexible PTO, 15 paid holidays, No Internal Meetings Fridays, a competitive 401(k) plan, short-term and long-term disability coverage, and life insurance.

Requirements

• 7–10+ years of experience in ad tech, media sales, or digital advertising, with at least 3+ years managing client-facing sales teams
• Proven ability to lead brand-direct sellers in complex, multi-threaded deal cycles involving procurement, legal, and multiple stakeholders
• Experience coaching both senior and early-career sellers, with a track record of elevating team performance
• Strong working knowledge of Salesforce; ability to use reporting and pipeline tools to inform coaching and performance reviews
• Comfortable leading from the front—must be willing to get into the weeds and help reps navigate high-stakes customer conversations
• Confident communicator who brings ideas to the table and is open to feedback
• Familiarity with sales methodologies (e.g., MEDDPICC, SPIN) and how to embed them into team development

Responsibilities

• Manage and coach a team of 5+ Advertising Account Directors focused on growing media spend within existing customer accounts
• Actively support reps in complex sales cycles, jumping into Gong calls, providing in-deal strategy, and addressing customer-specific challenges
• Deliver structured coaching and development plans for both experienced and early-career sellers
• Partner cross-functionally with Account Directors, Product, Marketing, and RevOps to ensure cohesive go-to-market execution
• Contribute to team forecasting, reporting, and sales process improvements within Salesforce
• Drive adoption of our advertising playbook while adapting coaching to different rep styles and account dynamics
• Serve as a strategic voice within the advertising leadership team, helping shape team structure and future hiring
• Ensure your team understands how Demandbase’s advertising platform connects to broader ABM and B2B GTM strategies
• Help expand the team from 5 to 6–7 ADs as we scale
• Report to the VP of Advertising and collaborate closely with executive stakeholders across the business

Preferred Qualifications

• Familiarity with DSPs and digital media platforms (e.g., The Trade Desk, StackAdapt); experience in B2B advertising a strong plus
• Bonus: experience working within or adjacent to SaaS organizations or GTM ecosystems

Benefits

• Our employees enjoy up to 100% paid premiums for Medical and Vision coverage
• A range of mental wellness resources, including access to Modern Health
• A flexible PTO policy
• 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving
• No Internal Meetings Fridays
• A competitive 401(k) plan
• Short-term and long-term disability coverage
• Life insurance