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.
About the RoleThe VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, andSystems & Tools — while overseeing Deal Desk as the governance layer for pricing and deal structure.
At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline,data integrity, and cross-functional alignment across the full revenue funnel.
What You’ll DoSales Operations
- Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting

- Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis

- Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions

- Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls

- Identify friction across GTM handoffs and drive cross-functional fixes


Marketing Operations
- Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation

- Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling

- Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales

- Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes

- Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales


Analytics
- Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics

- Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk

- Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity

- Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics

- Ensure data integrity across the revenue tech stack, establishing a single source of truth


Systems & Tools
- Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms

- Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions

- Establish SLAs and operating standards for systems support and administration

- Partner with IT, Sales Enablement, and Product on systems integration and data flows

- Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans


Deal Desk
- Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review

- Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal

- Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions

- Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment


Cross-Functional & Team Leadership
- Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field

- Build, develop, and scale a multi-layer team of 20–35 across all five functions

- Develop leadership bench strength through coaching, succession planning, and stretch assignments


Who You Are- 15+ years in revenue operations, sales operations, or GTM strategy roles

- 7+ years of progressive people leadership, including leading managers of managers

- Hands-on experience leading both sales operations and marketing operations at the senior level

- Demonstrated success owning a multi-discipline revenue operations function at a high-growth B2B SaaS company

- Deep expertise in Salesforce and the modern revenue tech stack (Marketo/HubSpot,

- Outreach/Salesloft, CPQ, BI tools)

- Advanced analytical capability including financial modeling, SQL, and BI platform fluency

- Strong financial fluency including SaaS metrics, unit economics, and revenue recognition
principles

- Executive presence with a record of influencing C-suite peers and presenting complex data clearly
Preferred

- Experience at $200M+ ARR B2B SaaS companies with global GTM operations

- Prior VP-level reporting line into a CFO or CRO

- Experience working with Demandbase


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.
Unsolicited Submissions
At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.
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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!

The base compensation range for this position for candidates in the SF Bay Area is: $190,000 - $284,000. For all other locations, the base compensation range is based on the primary work location of the candidate as our ranges are location specific. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skillset, years of experience, and depth of experience.

About the Pipeline Role
This posting is part of our Pipeline Program for future Senior Data Engineer, Intent opportunities. While we are not actively hiring for this role today, we’re always interested in connecting with exceptional talent for upcoming openings. Joining our pipeline means you’ll be among the first to hear when a position becomes available and have the opportunity to engage early in our hiring process.

As a Senior Data Engineer at Demandbase, you will play a pivotal role in architecting and scaling our data platforms, building robust and scalable data pipelines, and enabling data-driven decision-making across the company. You’ll work with massive, complex datasets from a variety of third-party and internal sources — driving data infrastructure and platform evolution to support both real-time and batch processing needs.

This role supports our Intent product, where you’ll improve the core pipelines as well as design new processes that enable our data science team to test and deploy new ML/AI models. The product delivered by this team is integrated into the core product stack and is a critical component of Demandbase’s account intelligence platform.

This is a high-impact individual contributor role for someone who combines deep technical knowledge with strategic thinking and a bias for action. 

What You’ll Be Doing (in a future role)

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Design & Architect: Lead the end-to-end design and evolution of scalable, resilient data pipelines and infrastructure, driving architecture decisions that impact the company’s data platform long-term.


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Build & Scale: Develop and optimize large-scale data processing workflows (batch and streaming) using Spark and related technologies, ingesting data from diverse internal and external sources.


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Mentor & Lead: Provide technical leadership and mentorship to mid- and junior-level engineers. Review design docs, PRs, and contribute to engineering best practices across the team.


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Improve Reliability: Build fault-tolerant, observable systems with self-healing and robust monitoring using tools like Airflow, Datadog, or equivalent.


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Collaborate: Partner with cross-functional stakeholders in Product, Analytics, and Infrastructure to ensure data architecture aligns with business needs and SLAs.


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Own & Operate: Take full lifecycle ownership of key data pipelines and integrations—from design to deployment to production support.




What we look for

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Bachelor’s degree in Computer Science, Engineering, Mathematics, or related field.


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7+ years of experience in software/data engineering roles, with deep expertise in building and maintaining large-scale distributed data systems.


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Scala experience required; comfort with purely functional programming is a plus.


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Strong CS fundamentals, including algorithms, data structures, and system design.


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Strong background in data modeling, performance tuning, and data integration best practices.


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Experience owning end-to-end systems, including production monitoring, incident response, and system reliability engineering.


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Proficiency in cloud-native data platforms (e.g., GCP or AWS), including managed services for analytics and orchestration.


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Familiarity with real-time data processing, streaming architectures, and event-driven design.


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Excellent verbal and written communication skills; comfortable explaining complex concepts to technical and non-technical stakeholders.


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A strong sense of ownership, initiative, and accountability.




Interested in joining our pipeline?If this role sounds like a great fit for your background and career goals, we encourage you to join our talent network by submitting your application. We’ll reach out when a relevant opportunity opens up!

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.

 

 



 
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