Head of GTM, CaptivateIQ
Sales Planning
$270-300k
OTE
+ Work Anniversary Bonuses & Equity
Commission management platform
Be an early applicant
Commission management platform
201-500 employees
Be an early applicant
$270-300k
OTE
+ Work Anniversary Bonuses & Equity
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS
- Deep expertise in Sales Planning — territory design, quota methodology, capacity modeling. Ideally, you’ve worked at a Sales Planning vendor (Anaplan, Varicent, Xactly) or services firm implementing SPM, or you’ve led a Sales Planning rollout in-house at an enterprise company. A combination of domain expertise and go-live experience is ideal
- Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion
- Strong presence with enterprise buyers — comfortable owning the commercial and technical conversation with senior revenue and finance leaders
- Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority
- Comfortable operating in a product that is still finding its footing in enterprise — able to make scope calls, set expectations, and move forward without perfect information
- Familiarity with incentive compensation management and how it connects to sales planning is a strong plus
- Experience with partner-led or SI-driven implementation motions is a plus
- Exposure to AI-powered product capabilities or agentic workflows is a plus
What the job involves
- This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative
- We're deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth
- This is a full-ownership role — you’ll define how these products are sold, implemented, and grown, and you’ll work directly with enterprise customers from the earliest stages of evaluation through long-term success
- You’ll report to the Co-CEO and partner closely with Product, Engineering, CX, and GTM
- This role is balanced equally between pre-sales and post-sales. You’re not just winning deals — you’re owning the full customer lifecycle from close through expansion
- Own the full GTM lifecycle for Sales Planning — from market positioning through customer go-live and expansion. Catalyst will also fall under this role as a smaller, secondary objective
- Define go-to-market strategy, including positioning, packaging, and the use cases that deliver the most value for revenue and finance leaders
- Develop and operationalize the sales and implementation motion, and bring Product, CX, and GTM along on the strategy
- Evaluate the effectiveness of our current Sales Planning GTM motion and be open to evolving the approach — including testing dedicated or overlay selling models — based on market feedback and customer outcomes
- Partner with EPD leadership to influence product decisions that impact GTM success — use case prioritization, positioning, and implementation requirements — while respecting that EPD owns final decisions on product development and platform architecture
- Work closely with Product to translate market feedback into a roadmap that builds toward durable, scalable revenue
- Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data
- Form and test hypotheses on how to accelerate awareness, conversion, and adoption across the full funnel from lead to renewal
- Serve as the escalation point for customer issues — not to manage every escalation directly, but to identify thematic patterns and drive systematic process fixes
- Partner with cross-functional leaders across Product, Engineering, CX, and GTM to align on strategy, build the enablement needed to sell and support both products at scale, and hold the organization accountable to execution
- Surface customer and market insights to leadership to inform product direction, company strategy, and where we invest next
- Today, Sales Planning GTM resources are allocated across implementation, CX, and GTM functions — you’ll coordinate their work through dotted-line relationships. As the product scales, you’ll build a dedicated team reporting to you
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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