Enterprise Account Executive, CaptivateIQ
$130-260k
OTE
+ Equity
More information about location
Commission management platform
Open for applications
Commission management platform
201-500 employees
Open for applications
$130-260k
OTE
+ Equity
More information about location
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 is highly proactive, curious, tenacious, adaptable, and coachable. You are a well-rounded salesperson, capable of engaging in business-level conversations at multiple levels of the organization, including the CFO, CRO, and VP of Sales
- You are used to building value in competitive situations and enjoy selling products that require deep product knowledge, combined with technical understanding
- Finally, you enjoy building – you like to participate in the development of our sales processes actively and want to make an impact at a high-growth startup!
- 8 years of closing SaaS sales 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
- Proven success in closing deal sizes at or above $250k
- Experience selling to Enterprise Accounts & partnering with decision makers
- Track record of top performance
- Experience with sales methodology, pitching, and delivering sales demos to executives like MEDIC / MEDDPICC
- Experience pitching and delivering sales presentations to executives
- Strong communication skills in person, via email, and on the phone
- Experience working cross-functionally with product, support, marketing, and other functions
- Proven ability to build positive relationships with prospects and influence buying teams
- Ability to work independently in a fast-paced startup environment
- Proficiency with Salesforce & Outreach
What the job involves
- As Enterprise Account Executive, you will be a key member of the team leading the growth of our new business by turning CaptivateIQ’s prospective users into long-term, happy customers
- Identify, close, and grow new Enterprise accounts, managing opportunities from lead to close
- Build and manage a qualified pipeline following approved sales methodologies
- Prospect creatively via various methods to break into target accounts
- Execute successful sales demos to educate prospects and win new business
- Acquire in-depth knowledge of our prospective customers' specific pain points and how they are solved with the CaptivateIQ platform
Otta's take
Theo Margolius
COO of Otta
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, paired with the need for new, robust incentive programmes for scattered and remote workforces has helped CaptivateIQ reach Unicorn status.
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
Founders
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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