Senior Enterprise Sales Director, CaptivateIQ

$151-375k

OTE

$150k

BASE

Senior and Expert level
Remote in Canada, US
CaptivateIQ

Commission management platform

Open for applications

CaptivateIQ

Commission management platform

201-500 employees

B2BEnterpriseSaaSSales

Open for applications

$151-375k

OTE

$150k

BASE

Senior and Expert level
Remote in Canada, US

201-500 employees

B2BEnterpriseSaaSSales

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

  • 5-8 successful years of B2B SaaS sales Enterprise closing 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
  • 4-5 years of sales management in SaaS with a strong track record of driving results and developing a team of Enterprise Account Executives
  • Experience pitching and delivering sales demos to executives
  • Experience negotiating and navigating contracts and legal discussions
  • Aptitude in working cross-functionally with product, support, marketing, and other function

What the job involves

  • As our Senior Director of Enterprise Sales, you will be responsible for managing, coaching, and growing a team of high-performing Enterprise Account Executives. Your goal is to grow our new business by turning CaptivateIQ’s prospective users into long-term, happy customers
  • Your main objective will be to drive strong sales performance to exceed our company targets while building a world-class sales culture. Critical to success in this role is the ability to quickly learn complex technologies, develop a team, and build new playbooks and processes
  • Hire, coach, and lead a highly engaged, high-performing Enterprise Account Executive team to exceed quota
  • Develop and implement effective, repeatable processes and playbooks for your team (including Mutal Action Plans, Account Mapping, call preparation processes, etc)
  • Run weekly pipeline reviews using MEDDPICC to identify risks and develop mitigation strategies
  • Accuratly forecast and routinely provide pipeline analysis on current and out quarter/year pipeline progression
  • Engage in complex sales situations and late-stage customer negotiations with your sales team
  • Partner with a robust cross-functional team, including Solutions Engineers, Business Development Customer Success, Marketing, Sales Enablement, and Product teams
  • Experience negotiating and navigating contracts and legal discussions
  • Establish and implement best practices for maximizing pipeline creation, forecasting accuracy, and Salesforce hygiene
  • Develop an understanding of the current market landscape and our competitive strategy
  • Acquire in-depth knowledge of our prospective customers' specific pain points and how they are addressed by the CaptivateIQ platform

Otta's take

Theo Margolius headshot

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

Top investors

Some candidates hear
back within 2 weeks

-14% employee growth in 12 months

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

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.

Former Senior Software Engineer at Vungle, OpenTable and CoPilot Labs. BS in Electrical Engineering and Computer Science at Berkley.

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