Senior Manager of Mid-Market Sales, CaptivateIQ
$266-320k
OTE
+ Equity awards
Commission management platform
Job no longer available
Commission management platform
201-500 employees
Job no longer available
$266-320k
OTE
+ Equity awards
201-500 employees
Company mission
To modernise the world of incentive compensation in the hope that people will feel more connected at work if there is greater transparency in how they are rewarded for their efforts.
Role
Who you are
- The ideal candidate has experience managing Account Executives in a high-paced B2B SaaS environment and thrives in cross-functional collaboration
- If you are passionate about developing sales talent, optimizing processes, and delivering results in a dynamic, fast-paced environment, we want to hear from you!
- 3+ years of B2B SaaS sales experience, including closing complex deals with a track record of high performance
- 2+ years of experience managing or coaching sales teams in a SaaS environment
- Demonstrated ability to deliver sales demos and navigate negotiations with executive-level stakeholders
- Experience working cross-functionally with teams such as Product, Customer Success, and Marketing
- Strong analytical skills with the ability to forecast sales and optimize team performance
- Passion for mentoring sales talent and cultivating a high-energy, results-driven team culture
What the job involves
- As our Senior Manager of Sales, you will lead a team of high-performing Account Executives to consistently achieve and exceed sales targets
- Your focus will be on coaching, mentoring, and optimizing team performance while refining our sales processes and driving pipeline growth
- You will play a key role in tactical execution—working directly with the team to navigate complex deals, improve playbooks, and ensure accurate forecasting
- Lead, coach, and mentor a team of Account Executives to meet and exceed individual and team sales quotas
- Refine and implement effective, repeatable sales processes and playbooks to optimize team performance
- Assist in navigating complex sales cycles, including late-stage negotiations and contract discussions
- Collaborate cross-functionally with Solutions Engineers, Business Development, Customer Success, Marketing, and Sales Enablement teams to support pipeline growth and customer success
- Drive best practices for pipeline creation, sales forecasting accuracy, and Salesforce hygiene
- Support the hiring and onboarding of new Account Executives to build a highly engaged, top-performing team
- Develop a deep understanding of CaptivateIQ's solutions, market positioning, and customer pain points to guide the team effectively
- Monitor key sales metrics and provide actionable feedback to drive team accountability and success
Our take
CaptivateIQ is an incentive compensation platform using AI to automate commission workflows, potentially helping companies make savings on the $800 billion spent each year to manage commission processes. Its no-code SaaS should improve both the efficiency and accuracy of existing legacy processes, providing a much-needed tech overhaul to the sector.
The founding team has real experience with the often over-complicated and cumbersome process of managing commission payments and is joining a raft of companies like UiPath and Celonis in capitalizing on the need to automate sales and finance workflows. CaptivateIQ, founded in 2017, has seen an impressive 600% year-over-year growth and is used by big-name clients like Hopin and ClassPass, attracting healthy investment. This suggests the company is laying firm groundwork in a growing and promising industry.
CaptivateIQ has been smart to keep the platform general enough to apply to any organization needing a performance-based compensation plan. The company's broad customer acquisition and regular funding injections paired with the need for new, robust incentive programmes for scattered and remote workforces has helped CaptivateIQ reach Unicorn status.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Jan 2022
$100m
SERIES C
Apr 2021
$46m
SERIES B
Total funding: $159m
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. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent 🇺🇸
Company values
- Elevate everybody’s game - We empower people with solutions that help them do their jobs faster, better, and smarter. Going the extra mile is ingrained in the way we set up our team and customers for success
- One team, one dream - We’re all different but we find common ground and strive to invent, collaborate, and create more. Our synergistic team is two steps ahead of the competition because we treat our stakeholders like teammates
- Share the playbook - We build trust with each other by openly communicating the game plan, the big wins, and the difficult losses. We value constructive feedback from others because that's how we learn and grow
- Enjoy the moment! Everyone is encouraged to bring their authentic selves to work. We play to win but enjoy the fun along the way. Each day is an opportunity to express yourself, create joy, and do good
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Mark Schopmeyer
(Co-CEO)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)Former employee at Gusto in Finance and Business Operations. Previously Head of Growth at OrderAhead. Founder of FiveStars. Graduated from Berkley.
Hubert Wong
(CTO)Former Senior Software Engineer at Vungle, OpenTable and CoPilot Labs. BS in Electrical Engineering and Computer Science at Berkley.
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