Senior Enterprise Sales Director, CaptivateIQ
$151-375k
OTE
$150k
BASE
Commission management platform
Job no longer available
Commission management platform
201-500 employees
Job no longer available
$151-375k
OTE
$150k
BASE
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 5-8 successful years of B2B SaaS sales Enterprise closing experience managing multiple six-figure deals w/ complex buying cycles (ie multiple stakeholders, RFP's, interfacing w/ robust procurement, IT teams, etc) and preferably selling a technical product
- 4-5 years of sales management in SaaS with a strong track record of driving results and developing a team of Enterprise Account Executives
- Experience pitching and delivering sales demos to executives
- Experience negotiating and navigating contracts and legal discussions
- Aptitude in working cross-functionally with product, support, marketing, and other function
What the job involves
- As our Senior Director of Enterprise Sales, you will be responsible for managing, coaching, and growing a team of high-performing Enterprise Account Executives. Your goal is to grow our new business by turning CaptivateIQ’s prospective users into long-term, happy customers
- Your main objective will be to drive strong sales performance to exceed our company targets while building a world-class sales culture. Critical to success in this role is the ability to quickly learn complex technologies, develop a team, and build new playbooks and processes
- Hire, coach, and lead a highly engaged, high-performing Enterprise Account Executive team to exceed quota
- Develop and implement effective, repeatable processes and playbooks for your team (including Mutal Action Plans, Account Mapping, call preparation processes, etc)
- Run weekly pipeline reviews using MEDDPICC to identify risks and develop mitigation strategies
- Accuratly forecast and routinely provide pipeline analysis on current and out quarter/year pipeline progression
- Engage in complex sales situations and late-stage customer negotiations with your sales team
- Partner with a robust cross-functional team, including Solutions Engineers, Business Development Customer Success, Marketing, Sales Enablement, and Product teams
- Experience negotiating and navigating contracts and legal discussions
- Establish and implement best practices for maximizing pipeline creation, forecasting accuracy, and Salesforce hygiene
- Develop an understanding of the current market landscape and our competitive strategy
- Acquire in-depth knowledge of our prospective customers' specific pain points and how they are addressed by the CaptivateIQ platform
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.
Share this job
View 21 more jobs at CaptivateIQ