• 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.