Partner Success Director, CaptivateIQ
$230k
OTE
+ Equity
Minimal travel
Commission management platform
Open for applications
Commission management platform
201-500 employees
Open for applications
$230k
OTE
+ Equity
Minimal travel
201-500 employees
Company mission
To modernise the world of incentive compensation in the hope that people will feel more connected at work if there is greater transparency in how they are rewarded for their efforts.
Role
Who you are
- 8+ years of related experience in partner success, partner management or a related field
- Sales Performance Management (SPM) experience is preferred
- Proven experience in building and scaling partner success or partner enablement as a new function with autonomy and accountability
- Ability to lead cross-functional teams and drive accountability across internal and external stakeholders
- Understanding of partner business models and their enablement needs, including partners that build products, deliver services and resell software
- Strong experience in escalation management and resolving complex partner issues
- Desire and ability to develop high-level strategies and roll up sleeves to implement them
- Excellent interpersonal and communication skills for effective collaboration with both internal teams and external partners
- Self-motivated, proactive team player who can make quick decisions and thrive in fast-paced, collaborative, and ambiguous environments with various stakeholders
- Senior-level critical thinking, program management, and execution skills
What the job involves
- As the Partner Success Director, you will play a critical role in building the partner success function from the ground up
- We are developing a world-class partner program from the ground up, and you will be a foundational member of our growing team
- It will require somebody with a builder mentality who is willing to roll up their sleeves and manage both tactical and strategic priorities
- Reporting to the VP, Alliances & Growth, you will be responsible for the overall partner experience, including developing the partner enablement framework, establishing performance metrics, managing partner escalations, and acting as the voice of the partner within the organization
- You will have the opportunity to shape the direction of partner engagement and success, as well as collaborate closely with internal teams like enablement, services, customer success, and product
- Develop and implement a comprehensive partner success framework for enabling and supporting partners, from onboarding and education to ongoing performance management and post-sales engagement
- Work with the enablement teams to build out a partner enablement framework that includes onboarding, training, certifications, and continuous education programs designed to empower partners to sell, implement, and support our solution effectively
- Drive accountability for partners through clear performance metrics, goals, and regular check-ins to ensure they are aligned with our strategic objectives
- Own the post-sales motions, developing relationships with key partner stakeholders, creating processes for smooth post sales transitions, and ensuring high levels of partner and customer satisfaction
- Work closely with the Customer Success and Services teams to ensure that partners are successfully implementing and adopting the product
- Optimize partner engagement post-sale by creating strategies to maintain ongoing relationships with partners after the initial sale, ensuring continued alignment, retention, and growth opportunities
- Own the partner experience, defining the partner journey from start to finish, ensuring a smooth and valuable experience at every touchpoint
- Act as the post-sales escalation point for partners, collaborating cross functionally to manage complex issues, ensuring timely and satisfactory resolutions
- Serve as the voice of the partner within the organization, gathering insights, feedback, and pain points from the partner community to inform product development, strategy, and customer success initiatives
- Collaborate with internal teams, including Enablement, Services, and Customer Success, to ensure that partners receive the right level engagement, and to increase the partner effectiveness in delivering customer success
Our take
CaptivateIQ is an incentive compensation platform using AI to automate commission workflows, potentially helping companies make savings on the $800 billion spent each year to manage commission processes. Its no-code SaaS should improve both the efficiency and accuracy of existing legacy processes, providing a much-needed tech overhaul to the sector.
The founding team has real experience with the often over-complicated and cumbersome process of managing commission payments and is joining a raft of companies like UiPath and Celonis in capitalizing on the need to automate sales and finance workflows. CaptivateIQ, founded in 2017, has seen an impressive 600% year-over-year growth and is used by big-name clients like Hopin and ClassPass, attracting healthy investment. This suggests the company is laying firm groundwork in a growing and promising industry.
CaptivateIQ has been smart to keep the platform general enough to apply to any organization needing a performance-based compensation plan. The company's broad customer acquisition and regular funding injections paired with the need for new, robust incentive programmes for scattered and remote workforces has helped CaptivateIQ reach Unicorn status.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Jan 2022
$100m
SERIES C
Apr 2021
$46m
SERIES B
Total funding: $159m
Company benefits
- 100% of medical, dental, and vision covered including 75% for dependents 🇺🇸
- Unlimited vacation days and quarterly mental health days so you can recharge 🇺🇸
- $1,000 to explore your dream destination on your work anniversary 🇺🇸
- $500 annual professional development stipend to continue growing and learning 🇺🇸
- $500 home office stipend to decorate your home office 🇺🇸
- $1,000 caretaker stipend to make sure our parent colleagues are being supported 🇺🇸
- Virtual team lunches to keep you connected 🇺🇸
- 401k plan to participate in and save towards the future 🇺🇸
- Newest hardware and tools for the job 🇺🇸
- 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 🇺🇸
Company values
- Elevate everybody’s game - We empower people with solutions that help them do their jobs faster, better, and smarter. Going the extra mile is ingrained in the way we set up our team and customers for success
- One team, one dream - We’re all different but we find common ground and strive to invent, collaborate, and create more. Our synergistic team is two steps ahead of the competition because we treat our stakeholders like teammates
- Share the playbook - We build trust with each other by openly communicating the game plan, the big wins, and the difficult losses. We value constructive feedback from others because that's how we learn and grow
- Enjoy the moment! Everyone is encouraged to bring their authentic selves to work. We play to win but enjoy the fun along the way. Each day is an opportunity to express yourself, create joy, and do good
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Mark Schopmeyer
(Co-CEO)Former Investment Professional at Carrick Capital Partners and Finance and Strategy Manager at BrightRoll. Former Investment Banking Analyst at Jefferies & Company and Lehman Brothers. BA in Business Administration from Berkley School of Business.
Conway Teng
(Co-CEO)Former employee at Gusto in Finance and Business Operations. Previously Head of Growth at OrderAhead. Founder of FiveStars. Graduated from Berkley.
Hubert Wong
(CTO)Former Senior Software Engineer at Vungle, OpenTable and CoPilot Labs. BS in Electrical Engineering and Computer Science at Berkley.
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