Vice President of Revenue Marketing, CaptivateIQ
$305-385k
OTE
Salary benchmarked on USD rates and may differ on location + Annual bonuses & equity
Commission management platform
Be an early applicant
Commission management platform
201-500 employees
Be an early applicant
$305-385k
OTE
Salary benchmarked on USD rates and may differ on location + Annual bonuses & equity
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 10+ years of GTM leadership, featuring 5+ years driving revenue, demand, or field initiatives at scale, including 3+ years directly managing a BDR or sales development team
- Enterprise demand generation expertise is mandatory; additional exposure to mid-market segments is highly desirable
- Proven ability to architect measurement systems and operational infrastructure — funnel metrics, channel ROI, pipe-to-spend
- Expertise managing cross-functional teams and implementing a rigorous operational cadence across demand, ops, field, and sales development
- Track record integrating Claude or GPT-based workflows into marketing operations to streamline output and realize measurable efficiency gains
- Experienced in orchestrating high-value in-person experiences, regional programs, and integrated prospecting motions
- Deep understanding of B2B SaaS dynamics, specifically the land-and-expand model and the metrics critical to pipeline and revenue growth
- Experience managing external vendors and agencies
- Disciplined people leader with a track record of hiring, mentoring, and maintaining high standards through accountability and clear feedback
- Builder mindset: comfortable navigating ambiguity to establish a durable operating system within a high-growth, high-momentum environment
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
- The Revenue Marketing VP serves as the architect of CaptivateIQ's GTM operating system, acting as a high-impact leader focused on operational excellence and precise execution
- This role orchestrates the demand engine, field initiatives, and prospecting functions into a unified, high-performing ecosystem spanning both net-new acquisition and, increasingly, the post-sale expansion and retention motion
- By establishing a robust measurement infrastructure and a disciplined operational cadence, this leader ensures financial accountability and strategic optimization of every investment
- Responsibilities include auditing the marketing tech stack to integrate advanced AI automation and pivoting field strategy from digital volume toward high-value, in-person engagement, and managing the BDR organization to drive consistent pipeline generation, extending that scope to support expansion and retention alongside net-new demand
- This individual reports to the Co-CEO and stands as a vital pillar of the global GTM leadership team
- Own accountability for pipeline and revenue KPIs — including segment-level performance (enterprise vs. mid-market) — across all sources of demand
- Design and maintain a performance measurement architecture covering funnel velocity, channel ROI, and pipe-to-spend / cost of acquisition, adjusting tactics and investment accordingly
- Forecast, measure, and report on the impact of demand generation activities on pipeline and bookings, keeping leadership aligned with clear, consistent metrics
- Champion AI-native marketing operations as this function's core differentiator — using AI/agentic workflows (Claude, automation) to reset how demand gen, ops, and BDR run, rather than layering automation onto the existing playbook
- Audit and scale the marketing tech stack — HubSpot, UserGems, etc — into a seamless engine that scales without proportional headcount
- Install an operating cadence of weekly performance reviews and monthly budget alignment to drive financial accountability
- Partner closely with Corporate Marketing and Product Marketing to translate positioning and narrative into executable, on-brand campaigns
- Lead the demand generation team, prioritizing high-impact execution over operational noise
- Shift field strategy from digital saturation toward high-value in-person engagement — executive dinners, regional events, user conferences — with enablement that empowers BDR to prospect with precision
- Guide the BDR organization, keeping cadences and messaging tightly synced with demand gen and field activity, with full accountability for pipeline generation targets
- Extend BDR scope to include post-sale/expansion support where it strengthens retention and cross-sell, ensuring cadences stay coordinated with Customer Experience rather than operating as a separate motion
- Partner with Customer Experience to build and scale post-sale campaign strategy — supporting expansion pipeline and gross retention — as this motion matures alongside net-new demand gen
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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