Mid-Market Account Executive, CaptivateIQ
$185-220k
OTE
Offers equity
Commission management platform
Job no longer available
Commission management platform
201-500 employees
Job no longer available
$185-220k
OTE
Offers equity
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- The ideal candidate is proactive, tenacious, and adaptable, with a strong ability to prospect and close in a highly competitive sales environment
- You are a confident and well-rounded salesperson, comfortable engaging in business-level conversations with CFOs, CROs, and VPs of Sales
- You thrive in competitive, net-new sales cycles, know how to build value in complex deals, and are skilled at positioning solutions in a way that stands out
- You take ownership of your pipeline, forecast accurately on a weekly basis, and are disciplined in sales methodologies like MEDDPICC
- You’re hungry to grow, eager to learn, and thrive in a team-oriented, fast-paced environment
- 2-6 years of closing SaaS sales experience as an Account Executive
- Proven track record selling to Mid-Market organizations (300-3,000 employees)
- Strong analytical and pipeline management skills, with a data-driven approach to sales
- Expertise in MEDDPICC and delivering executive-level sales demos
- Track record of self-sourcing pipeline and consistently meeting or exceeding new business quotas
- Excellent presentation, communication, and negotiation skills across multiple channels
- Highly coachable, growth-oriented, and thrives in a fast-paced, team-driven environment
Desirable
- Experience selling to sales, finance, or commission leaders
- Proficiency with Salesforce, Gong, Outreach, or similar tools
- Background as a Business Development Representative (BDR)
- Experience partnering closely with Solutions Engineers (SE) in the sales process
- EST-based preferred
What the job involves
- As a Mid-Market Account Executive, you will play a key role in driving CaptivateIQ’s growth by converting prospective customers into long-term, engaged users who love our product
- Drive new business by identifying, managing, and closing opportunities from lead to deal
- Build and manage a strong pipeline using proven sales methodologies like MEDDPICC
- Prospect strategically via outbound calls, emails, and social outreach to engage target accounts
- Lead compelling sales demos that highlight CaptivateIQ’s value and address customer pain points
- Develop deep product knowledge to effectively position CaptivateIQ against competitors
- Collaborate cross-functionally with Solutions Engineers, Customer Success, and Marketing to drive revenue
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 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 🇺🇸
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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