Lead enterprise expansion across strategic accounts: develop account plans, self-generate pipeline, multi-thread stakeholders, run cross-sell plays, manage a BDR/AI SDR rhythm, and help codify enterprise expansion playbooks.
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!
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. We are specifically looking for someone who arrives with an established enterprise playbook and can contribute immediately to building out the function's best practices.
The vision for the role is to establish a world-class enterprise expansion function, with ADs who collectively own the growth motion across CaptivateIQ's highest-potential accounts, operate with deep account planning discipline, self-generate pipeline through proactive multi-threading, run structured cross-sell plays for Sales Planning and Catalyst AI, and help build the company's enterprise expansion playbooks for the long term. ADs now operate as part of a coordinated motion that includes a BDR and an AI SDR — the new hire must be able to lead and leverage this team structure from day one, not just execute independently.
Requirements
- 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
- Strong track record of self-prospecting within customer accounts — proactively mapping and engaging stakeholders who do not already exist in CRM/account maps; does not rely on CSMs or primary relationship holders to make introductions or pave the way
- Skilled at multi-threading across procurement, legal, IT, and executive stakeholders — has navigated complex buying processes with multiple approval layers
- Deep enterprise account planning experience: research, opportunity mapping, risk tracking, time/effort prioritization, executive relationship development, regional event creation, willingness to travel regularly to establish and cultivate new stakeholder relationships
- Arrives with an established enterprise expansion playbook — knows how to structure territory plans, account plans, and expansion plays without waiting for leadership to define the motion for them
- Demonstrated ability to execute multi-product cross-sell — experience expanding beyond an initial product footprint into adjacent products (e.g., selling a second module, product line, or use case into an existing account)
- Demonstrated ability to be both a strong self-starter AND a genuine team partner — can drive progress independently while reading and amplifying signals from CSMs and other account team members
- Comfortable managing and directing a BDR resource: setting shared target lists, reviewing outreach, and holding a weekly working rhythm without micromanaging
Nice to Haves
- Experience with incentive compensation management (ICM) or adjacent Sales Performance Management (SPM) tools
- Familiarity with ChurnZero or similar CS platforms for account intelligence
- Experience with MEDDIC, MEDDPICC, or other structured enterprise sales methodologies
- Experience selling into Finance, RevOps or Sales buyers/personas
- Experience selling or cross-selling a Sales Planning or territory planning product
- Familiarity with data/utilization reporting tools (e.g., Metabase, ScratchPad) for signal-based prospecting
- Familiarity with SFDC, Slack, and Claude
Benefits:
- (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
- Flexible vacation days and quarterly mental health days so you can recharge
- Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)
- One time work from home stipend & annual stipends for professional development and caretaking
- Virtual team lunches to keep you connected
- (US-ONLY) 401k plan to participate in and save towards the future
- Newest Apple products to help you do your best work
- Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent
Notice for Prospective Candidates:
- Only emails from @captivateiq.com should be trusted.
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States
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