Mid-Market Account Executive

CaptivateIQ; Toronto; Hybrid; CAD 185,000 - 220,000; Full time

Job summary

A leading SaaS company is seeking a Mid-Market Account Executive in Toronto, Canada, to drive growth by converting prospective customers into long-term users. The ideal candidate has 2-6 years of SaaS sales experience, strong pipeline management skills, and a proven track record with Mid-Market organizations. This full-time role requires strong communication skills and the ability to engage at different business levels. Competitive compensation package offered.

Benefits

100% medical, dental, and vision coverage

Flexible vacation days

Annual stipends for professional development

Qualifications

• 2-6 years of closing SaaS sales experience as an Account Executive.
• Proven track record selling to Mid-Market organizations (300-3,000 employees).
• Strong analytical and pipeline management skills.

Responsibilities

• Drive new business by identifying, managing, and closing opportunities.
• Build and manage a strong pipeline using MEDDPICC.
• Conduct compelling sales demos highlighting value propositions.

Skills

Closing SaaS sales

Pipeline management

Communication skills

Analytical skills

Tools

Salesforce

Gong

Job description

Overview

Join to apply for the Mid-Market Account Executive role at CaptivateIQ

This range is provided by CaptivateIQ. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

185,000.00 / yr - $220,000.00 / yr

CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It\'s time to rethink ROI - your return on incentives - with CaptivateIQ.

With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.

About The Role

As a Mid-Market Account Executive, you will play a key role in driving CaptivateIQ’s growth by converting prospective customers into long-term, engaged users who love our product. The ideal candidate is proactive, tenacious, and adaptable, with a strong ability to prospect and close in a highly competitive sales environment. You are a confident and well-rounded salesperson, comfortable engaging in business-level conversations with CFOs, CROs, and VPs of Sales.

You thrive in competitive, net-new sales cycles, know how to build value in complex deals, and are skilled at positioning solutions in a way that stands out. You take ownership of your pipeline, forecast accurately on a weekly basis, and are disciplined in sales methodologies like MEDDPICC. You’re hungry to grow, eager to learn, and thrive in a team-oriented, fast-paced environment.

Job Location

The candidate selected for this opportunity must reside near one of the following locations :

• Hybrid (in-office 3 days per week) – Austin, TX
• Remote – Raleigh, NC
• Remote – Nashville, TN
• Remote – Toronto, Canada

Responsibilities

• Drive new business by identifying, managing, and closing opportunities from lead to deal
• Build and manage a strong pipeline using proven sales methodologies like MEDDPICC
• Prospect strategically via outbound calls, emails, and social outreach to engage target accounts
• Lead compelling sales demos that highlight CaptivateIQ’s value and address customer pain points
• Develop deep product knowledge to effectively position CaptivateIQ against competitors
• Collaborate cross-functionally with Solutions Engineers, Customer Success, and Marketing to drive revenue

Requirements

• 2-6 years of closing SaaS sales experience as an Account Executive
• Proven track record selling to Mid-Market organizations (300-3,000 employees)
• Strong analytical and pipeline management skills, with a data-driven approach to sales
• Expertise in MEDDPICC and delivering executive-level sales demos
• Track record of self-sourcing pipeline and consistently meeting or exceeding new business quotas
• Excellent presentation, communication, and negotiation skills across multiple channels
• Highly coachable, growth-oriented, and thrives in a fast-paced, team-driven environment

Nice to Have

• Experience selling to sales, finance, or commission leaders
• Proficiency with Salesforce, Gong, Outreach, or similar tools
• Background as a Business Development Representative (BDR)
• Experience partnering closely with Solutions Engineers (SE) in the sales process
• EST-based preferred

Benefits

• US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
• Flexible vacation days and quarterly mental health days
• One-time anniversary allowance for travel, home furnishings, or meals
• Annual stipends for professional development and caretaking
• US-ONLY) 401k plan
• Newest Apple products to help you do your best work
• Employee Resource Groups (ERGs) to support DEI goals

Notice for Prospective Candidates

• Only emails from @captivateiq.com should be trusted

We are aware of active recruitment scams using the CaptivateIQ name. Please note, we will never :

• Correspond with a candidate using a free web-based email account
• Make an offer without multiple rounds of in-person interviews via secure video Conferencing
• Ask candidates to cash checks or make payments to be considered
• Ask for sensitive personal information before a formal offer
• Only ask for sensitive information in connection with background checks after an offer is made

CaptivateIQ participates in E-Verify, a web-based system to confirm eligibility to work in the United States.

The OTE range represents the minimum and maximum for this position across North America. The OTE offered will depend on factors including proficiency, performance, and location.

Seniority level

• Not Applicable

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development

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