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

Information Technology

251-1K (420)

Founded 2017

$165M raised

24 open positions

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Account Director

3 weeks, 5 days ago

United States

Full-time

Lead

Account Manager

Sales and Business Development

CRM Metabase Salesforce

Apply Now

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 24

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

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