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Account Director

2 months, 3 weeks ago
United States
Full-time
Lead
Account Manager
Sales and Business Development
CRM Metabase Salesforce
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CaptivateIQ

CaptivateIQ

CaptivateIQ is the agile commission solution that simplifies sales expenses and drives business growth with automated data management and real-time earnings visibility.

Internet Software & Services
251-1K
Founded 2017
$165M raised
View All Jobs 25

Description

  • Own growth across CaptivateIQ’s highest-potential enterprise accounts through expansion, upsell, and cross-sell motions.
  • Build and execute structured account plans, territory plans, and expansion plays with strong enterprise discipline.
  • Self-generate pipeline by proactively researching accounts, mapping stakeholders, and multi-threading within target organizations.
  • Navigate complex enterprise buying processes across procurement, legal, IT, executives, and other decision-makers.
  • Develop and maintain executive relationships and coordinate regional or in-person stakeholder engagement when needed.
  • Lead and leverage a coordinated team structure that includes a BDR and AI SDR from day one.
  • Partner with CSMs and other account team members while independently driving progress and opportunity creation.
  • Contribute to and refine the team’s enterprise expansion best practices and long-term playbooks.

Requirements

  • 8+ years of total experience in Account Management or Sales within a SaaS or technology company.
  • 3+ years of direct enterprise customer-facing experience in expansion, upsell, cross-sell, or strategic account management.
  • Experience selling into enterprise organizations with 2,000+ employees.
  • Demonstrated understanding of enterprise account complexity across regions, subsidiaries, business units, and multiple stakeholder groups.
  • Proven track record of self-prospecting within customer accounts without relying on CSMs or existing relationship holders for introductions.
  • Strong multi-threading experience across procurement, legal, IT, and executive stakeholders in complex buying cycles.
  • Deep enterprise account planning experience, including research, opportunity mapping, risk tracking, prioritization, and executive relationship development.
  • An established enterprise expansion playbook with the ability to build territory plans, account plans, and expansion motions independently.
  • Demonstrated ability to execute multi-product cross-sell into existing accounts.
  • Ability to work independently while collaborating effectively with account teams and BDR support.
  • Comfort managing and directing a BDR resource through shared target lists, outreach review, and weekly working rhythms.
  • Experience with incentive compensation management (ICM) or adjacent Sales Performance Management (SPM) tools is preferred.
  • Familiarity with ChurnZero or similar customer success platforms is preferred.
  • Experience with MEDDIC, MEDDPICC, or other structured enterprise sales methodologies is preferred.
  • Experience selling into Finance, RevOps, or Sales buyers/personas is preferred.
  • Experience selling or cross-selling a Sales Planning or territory planning product is preferred.
  • Familiarity with data or utilization reporting tools such as Metabase or ScratchPad is preferred.
  • Familiarity with SFDC, Slack, and Claude is preferred.

Benefits

  • 100% of medical, dental, and vision premiums covered for employees, including 75% coverage for dependents in the US.
  • Flexible vacation days and quarterly mental health days.
  • A one-time expense benefit on your 1-year work anniversary.
  • One-time work-from-home stipend plus annual stipends for professional development and caretaking.
  • Virtual team lunches.
  • US 401(k) plan.
  • Newest Apple products to support your work.
  • Employee Resource Groups that support community and DEI goals.

Interested in this position?

Apply directly on the company website

Apply Now

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