Services Sales Director - Remote Eligible

Services Sales Director

Introduction to Demandbase:

Demandbase is the leading account-based GTM platform for B2B enterprises to identify and target the right customers, at the right time, with the right message. With a unified view of intent data, AI-powered insights, and prescriptive actions, go-to-market teams can seamlessly align and execute with confidence. Thousands of businesses depend on Demandbase to maximize revenue, minimize waste, and consolidate their data and technology 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 offices in the San Francisco Bay Area, Seattle, and India, as well as a team in the UK, and allow employees to work remotely. We have also been continuously recognized as one of the best places to work in the San Francisco Bay Area including, "Best Workplaces for Millennials" and "Best Workplaces for Parents"!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of living out our mission to transform how B2B goes to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role:

We are seeking a highly motivated, strategic, and deeply consultative Services Sales leader to play a pivotal role in expanding our revenue growth. This position will be focused on supporting both new business acquisition and existing customer expansion motions by positioning and selling professional services including onboarding, training programs, ongoing strategy/analytics support, and custom white glove packages.

The Services Sales professional will foster collaborative relationships with cross-functional teams across Sales, Customer Success, and Solution Consulting. The primary objective will be to ensure customers achieve measurable business outcomes through tailored services engagements and the adoption of Demandbase products. The base compensation range for this position, not including the company bonus, is: $120,000 - $150,000

What you'll be doing:

• Own Services Revenue Growth & Strategic Contribution
• Drive the sales cycle for Professional Services offerings: onboarding services, training, and a broader suite of professional services to both new logos and existing customers.
• Act as a trusted partner collaborating closely with software sales teams throughout the sales cycle to scope, architect, and position service offerings as a value driving component of a complete, integrated solution.
• Identify, qualify, and capitalize on upsell and cross-sell opportunities for services during ongoing expansion conversations, renewals, and account reviews.
• Assist with strategic account plans specifically for services, aligning with overall company revenue objectives.
• Deal Structuring: Partner with Finance and Legal to structure customer-aligned services deals that balance value and profitability.

• Consultative Selling & Value Realization
• Engage with customers to uncover their unique business challenges, strategic objectives, and desired outcomes. Translate these insights into Services proposals/SOWs that clearly convey the outcomes/values customers can expect to achieve.
• Master the art of objection handling, addressing customer concerns with informed solutions and reinforcing the value proposition of our services.

• Collaboration & Enablement Excellence
• Work hand-in-hand with Account Executives, Customer Success Managers, and the Professional Services Delivery teams to ensure a seamless handoff from pre to post sales, ensuring high quality customer service and outcomes.
• Collaborate with Services leadership to develop, refine, and maintain a robust portfolio of packaged services offerings and comprehensive Statements of Work (SOWs) that are consistently aligned with evolving customer needs, market demands, and desired business outcomes.
• Contribute to the ongoing development and refinement of sales collateral and training materials for internal teams to enhance services selling capabilities

• Forecasting, Reporting & Performance Management
• Maintain accurate pipeline management and forecast reporting for Professional Services opportunities within the Salesforce.
• Consistently meet or exceed assigned services sales quotas and growth targets
• Analyze sales data to identify trends, opportunities for improvement, and inform future sales strategies.
• Provide regular updates to leadership on services sales performance, market feedback, and competitive intelligence.

What we're looking for:

• Experience: 7+ years of progressive sales or services sales experience within a dynamic SaaS, enterprise technology, or professional consulting environment.
• Proven Track Record: Demonstrated history of consistently meeting or exceeding demanding sales targets, with a strong preference for candidates who have a successful background in selling high-value professional services.
• Collaborative Mindset: Proven ability to collaborate effectively across sales, customer success, services, and product management, to align service offerings with customer needs
• CRM Proficiency: Hands-on experience and proficiency with Salesforce or similar industry-leading CRM systems for pipeline management, forecasting, and reporting.
• Business Acumen: Strong understanding of general business principles, SaaS business models, operational financial metrics, and how professional services contribute to a customer's strategic objectives and ROI.
• Problem-Solving: Excellent analytical and problem-solving skills, with the ability to diagnose customer challenges and propose effective service solutions.
• Change Management Skills: Ability to guide customers through organizational change tied to technology and services adoption.

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 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.