Backed by Accel, Bessemer and Sequoia.
About the role
Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. The second AD hire reflects growing conviction in the model and an expanding enterprise book of business that warrants dedicated capacity. This hire is not a repeat of the first — we are raising the bar for enterprise pedigree and self-sufficiency.
What they're looking for
- 8+ years total experience in Account Management or Sales within a SaaS or technology company
- Farming vs. Hunting — looking for a farmer vs. a pure hunter
- 3+ years specifically in enterprise customer-facing roles (expansion, upsell, cross-sell, or strategic account management), enterprise defined as organizations with 2,000+ employees
- Must have direct, sustained enterprise segment experience — not tangential or incidental enterprise exposure within a mid-market motion
- Demonstrated understanding of enterprise account complexity: regional, subsidiary, and business unit dynamics, navigating and expanding across multiple distinct stakeholder groups simultaneously
- Skilled at multi-threading across procurement, legal, IT, and executive stakeholders — has navigated complex buying processes with multiple approval layers
More about this role
CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.
With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.
Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!
Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. The second AD hire reflects growing conviction in the model and an expanding enterprise book of business that warrants dedicated capacity. This hire is not a repeat of the first — we are raising the bar for enterprise pedigree and self-sufficiency. We are specifically looking for someone who arrives with an established enterprise playbook and can contribute immediately to...
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