Alliances Director, CaptivateIQ
Technology Partnerships
$200-250k
OTE
+ Annual bonuses
More information about location
Commission management platform
Open for applications
Commission management platform
201-500 employees
Open for applications
$200-250k
OTE
+ Annual bonuses
More information about location
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners
- Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations
- Existing relationships within Workday and/or NetSuite alliances and field organizations
- Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent
- Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.)
- Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority
- Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution
- Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events
- Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes
What the job involves
- We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships
- In this role, you will own the strategy and day‑to‑day execution of these partnerships—defining joint go‑to‑market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue
- Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‑functional stakeholders, and execute hands‑on work across sales, product, marketing, and customer teams
- This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities
- Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions
- Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform
- Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments
- Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers
- Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers)
- Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation
- Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations
- Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps
- Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem
- Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders
- Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics
- Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations
- Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals
- Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props)
- Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI
- Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable
- Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio
Our take
CaptivateIQ is an incentive compensation platform using AI to automate commission workflows. Businesses spent an exorbitant amount each year managing commission processes, so the company's no-code SaaS is a welcome overhaul for the sector.
CaptivateIQ's platform improves both the efficiency and accuracy of existing legacy processes, serving any type of organization that utilizes a performance-based compensation plan. The founding team has real experience with the cumbersome process of managing commission payments, which is why they chose to target this particular problem.
CaptivateIQ has been smart in building a more generic product, allowing it to attract big-name clients from different sectors. This broad customer acquisition, atop regular funding injections, has helped CaptivateIQ reach Unicorn status. The company continues to add to its offering, for example with the launch of its AI-powered payee experience in 2025.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jan 2022
$100m
SERIES C
Apr 2021
$46m
SERIES B
Total funding: $159.2m
Company HQ
China Basin, San Francisco, CA
Leadership
Mark Schopmeyer
(Co-CEO & Co-founder)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 & Co-founder)Former employee at Gusto in Finance and Business Operations. Previously Head of Growth at OrderAhead. Founder of FiveStars. Graduated from Berkley.
Hubert Wong
(Principal Engineer & Co-founder)Was CTO of the company for 6 years. Former Senior Software Engineer at Vungle, OpenTable and CoPilot Labs. BS in Electrical Engineering and Computer Science at Berkley.
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