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.

Please note this is a HYBRID role based in downtown San Francisco.

About the Role

The Sr. Director, Business Partners will own the revenue journey end-to-end, serving as the strategic partner to field teams across the entire revenue cycle. This role leads business partnership for SDRs, Partners, Sales, Post-Sales, and Solutions Consultants, ensuring operational excellence, strategic insights, and enablement to drive revenue growth. Managing two direct reports, this leader will be the connective tissue between field teams and Revenue Operations, Finance, Marketing, and Product.

Responsibilities

Revenue Cycle Ownership

Own the complete revenue journey from pipeline generation through customer expansion and renewal
Partner with field leaders across SDR, Partner, Sales, Post-Sales, and Solutions Consulting teams to drive revenue outcomes
Design and implement strategies to optimize conversion rates at each stage of the revenue funnel
Identify bottlenecks and friction points in the revenue process and drive cross-functional solutions
Ensure seamless handoffs and alignment across all revenue-generating teams

Strategic Business Partnership

Serve as trusted strategic advisor to field leadership on territory planning, quota setting, and capacity modeling
Provide actionable insights on team performance, pipeline health, and revenue forecasting
Develop and maintain business rhythms including QBRs, pipeline reviews, and forecast calls
Lead strategic initiatives to improve revenue productivity and efficiency
Translate business needs into operational requirements and drive execution with RevOps

Data & Analytics

Build and maintain executive dashboards and reporting for the revenue organization
Conduct deep-dive analysis on sales performance, conversion metrics, and revenue trends
Develop predictive models for pipeline coverage, win rates, and revenue attainment
Provide data-driven recommendations to optimize go-to-market motions
Partner with Business Intelligence team to ensure data integrity and reporting accuracy

Process & Tools Optimization

Own the business requirements for revenue tech stack including CRM, sales engagement, and partner portals
Drive adoption of tools and processes across the field organization
Lead process improvement initiatives to reduce administrative burden and increase selling time
Partner with Sales Enablement to ensure teams are trained on systems and workflows
Establish and monitor SLAs for revenue operations support

Cross-Functional Leadership

Collaborate with Marketing Operations on lead management and attribution
Partner with Finance on revenue planning, forecasting, and commission structures
Work with Product on feature prioritization based on field feedback and customer insights
Align with Customer Success Operations on retention and expansion strategies
Lead cross-functional projects to improve the customer and seller experience

Team Leadership

Lead, mentor, and develop two direct reports (Sr. Manager, Business Partners)
Build high-performing team culture focused on impact, collaboration, and continuous learning
Set strategic priorities and ensure team alignment with organizational objectives
Foster career development and create growth opportunities for team members
Scale the business partner function to support organizational growth

Qualifications

8+ years of experience in sales operations, revenue operations, or strategic business partnership roles
3+ years of people management experience, leading managers or senior individual contributors
Deep expertise across the full B2B SaaS revenue cycle from pipeline generation to renewal
Proven track record of driving revenue growth through operational excellence and strategic insights
Strong executive presence and ability to influence senior leadership
Expert-level analytical skills with proficiency in data analysis tools (SQL, Excel, Tableau, or similar)
Deep knowledge of Salesforce and modern revenue tech stack
Exceptional communication skills with ability to translate complex data into actionable insights
Strategic thinker with strong business acumen and problem-solving abilities
Experience managing multiple stakeholders and competing priorities in fast-paced environment

Preferred

Experience in high-growth B2B SaaS companies ($100M+ ARR)
MBA or advanced degree in business, analytics, or related field
Background in management consulting or business strategy
Experience with partner/channel operations
Deep understanding of revenue recognition and SaaS metrics
Prior experience as a quota-carrying sales professional
Change management and organizational transformation experience

Benefits

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits.

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.

Demandbase

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Sr. Director, Revenue Operations Business Partner