• Own a mid-market territory of approximately 100 accounts with a ~$10M annual quota, 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 GADs and ACs 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.