Business Development Manager, CaptivateIQ
$150-190k
3 days a week in office
Commission management platform
Job no longer available
Commission management platform
201-500 employees
Job no longer available
$150-190k
3 days a week in office
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 3+ years of experience in B2B SaaS sales development, with 2 years in a management role
- Proven record of building, scaling, and leading S/BDR teams that deliver qualified pipeline
- Strong understanding of outbound strategy, lead qualification, and buyer engagement within a SaaS sales motion
- Data-driven mindset with the ability to analyze metrics and optimize team output
- Excellent communication and coaching skills with a bias toward action and measurable results
What the job involves
- As a seasoned Business Development Manager, your charter is to help build, challenge, and advise on CaptivateIQ’s outbound pipeline generation strategy. This includes iterating on existing processes, experimenting with new approaches, and coaching a group of 8-10 BDRs on multi-channel prospecting
- Reporting into the Senior Director of Business Development, you will be an important contributor to our leadership team, leading recruiting, pipeline generation strategy, and constructive coaching for our BDRs
- You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for our Sales team
- Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
- Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of active coaching: role-plays, live call training, and more
- Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
- Build strong relationships with leadership across departments and define paths to optimize your team’s performance
- Take an ownership stake in hiring and onboarding of additional BDRs
- Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings
- Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives - be a true owner of your business unit
- Analyze Outreach cadences and Salesforce reports with an eye toward continual improvement and up-to-date messaging, by buyer persona and by industry
- Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work to be fully productive
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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