Business Development Manager, CaptivateIQ


Certain positions may be eligible for incentive compensation and equity

Senior and Expert level

Commission management platform

Job no longer available


Commission management platform

201-500 employees


Job no longer available


Certain positions may be eligible for incentive compensation and equity

Senior and Expert level

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.


Who you are

  • 6+ Consecutive Quarters of BDR/SDR Management Experience at a high-growth organization
  • Closing Experience greater than 1 year
  • Relevant teaching and/or leadership experience preferred

What the job involves

  • As a Business Development Manager, your charter is to help build, challenge and advise on CaptivateIQ’s outbound pipeline generation strategy
  • This includes iterating on existing processes, experimenting with new approaches, and coaching a group of 6-10 BDRs on multi-channel prospecting
  • You will drive the BDR team’s results by recruiting, training, measuring, and leading
  • You will report to the Senior Director of Business Development and have ample resources and autonomy to hit your team's goals
  • Be able to coach and grow BDRs to achieve core responsibilities of their role and for the role the role they will have in the future (AE, AM, CSM, etc.)
  • Build strong relationships with leadership across departments and define paths to optimize your team’s performance
  • Understand reporting in our tech stack to coach BDRs on specific behavior
  • Analyze cadences and templates for effective outreach, identify patterns of what’s working and what’s not
  • Take an ownership stake in hiring and onboarding of additional BDRs
  • Ensure lead-to-attack time and other SLAs with marketing are achieved
  • Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings
  • Have a strong working knowledge of our core personas, competitors, product offerings, and named accounts
  • Create business development collateral, including call scripts and prospecting emails to ensure consistent, effective, and scalable messaging

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.


Top investors

Some candidates hear
back within 2 weeks

-14% employee growth in 12 months


Funding (last 2 of 3 rounds)

Jan 2022



Apr 2021



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


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


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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