Account Executive - Enterprise

CaptivateIQ, Inc.; United States; Hybrid; USD 270,000 - 330,000; Full time

Benefits offered by this job

Medical benefits

Mental health days

1-year anniversary travel stipend

Professional development stipends

401k plan

Apple products

ERGs for DEI

Job summary

CaptivateIQ is redefining sales performance management by enabling enterprises to architect, execute, and refine strategic goals. The Enterprise team seeks a strategic, product-fluent seller to own complex, high-value deals with CFOs, CROs, and VP-level leaders, guiding the full sales cycle from self-sourced pipeline to close.

The role emphasizes ownership, initiative, and the ability to connect technical depth with business outcomes in a fast-growing company.

Qualifications

• 8+ years of SaaS sales experience, including 4–5 years owning net-new Enterprise deals.
• Proven track record of exceeding quota and closing complex multi-stakeholder deals in the $250K+ range.
• Experience leading product demos independently, with strong technical and value articulation skills.
• Proficiency in MEDDPPICC, Challenger, or similar sales methodologies.

Responsibilities

• Own the full Enterprise sales cycle—from self-sourcing pipeline through discovery, demo, and close.
• Develop and execute strategic account plans aligned to customer pain and business outcomes.
• Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs.
• Build and maintain deep knowledge of the CaptivateIQ platform to solve complex challenges.
• Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum.
• Maintain a disciplined pipeline with accurate forecasting and clear deal progression.
• Evolve sales approach using customer feedback, competitive insights, and market trends.
• Contribute to the development of our sales playbook and GTM strategy as we scale.

Skills

SaaS sales

Enterprise deals

Product demos

MEDDPPICC

Challenger method

Stakeholder mgmt

Self-starter

Tools

Salesforce

Gong

Outreach

Job description

CaptivateIQ is redefining the architecture of sales performance, empowering organizations to architect, execute, and refine their strategic goals. Our journey began by disrupting the incentive compensation category, and we are now expanding our platform’s reach to address comprehensive sales planning requirements. Validated by industry leaders like G2 and Forrester and supported by elite investors including Accel, Sequoia, Sapphire Ventures, and ICONIQ, we provide high-growth brands—such as Stripe, Figma, and Netflix—with the critical flexibility and visibility required to accelerate revenue velocity.

Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role

As an Enterprise Account Executive at CaptivateIQ, you’ll drive net new enterprise acquisition across complex, multi stakeholder deals in high value accounts. You’ll own the full sales cycle from self sourced pipeline generation through discovery, demo, and close while helping build and scale the next phase of our Enterprise team.

This is an opportunity to join CaptivateIQ at a pivotal stage of our growth as we continue to invest in and expand our Enterprise business. We’re looking for strategic, product fluent sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high ownership role for someone who brings curiosity, grit, coachability, and the ability to lead value based conversations across multiple stakeholders, including CFOs, CROs, and VP level leaders, and who is excited to help shape the future of our Enterprise sales motion.

Responsibilities

• Own the full Enterprise sales cycle — from self-sourcing pipeline through discovery, demo, and close
• Develop and execute strategic account plans aligned to customer pain and business outcomes
• Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs
• Build and maintain deep knowledge of the CaptivateIQ platform and how it solves complex challenges
• Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum
• Maintain a disciplined pipeline with accurate forecasting and clear deal progression
• Continuously evolve your sales approach using customer feedback, competitive insights, and market trends
• Contribute to the development of our sales playbook and GTM strategy as we scale

Requirements:

• 8+ years of SaaS sales experience, including 4–5 years owning net-new Enterprise deals
• Proven track record of exceeding quota and closing complex, multi-stakeholder deals in the $250K+ range
• Experience leading product demos independently, with strong technical and value articulation skills
• Proficiency in sales methodologies such as MEDDPPICC, Challenger, or similar
• Self-starter with a strong bias for action, accountability, and continuous improvement
• Excellent communication, discovery, and stakeholder management skills

Nice to Have

• Deep understanding of how to sell into operational and finance buyers (e.g., CFO, RevOps, Finance leaders)
• Familiarity with compensation, planning, analytics, or adjacent SaaS categories
• Familiarity with sales tools like Salesforce, Gong, and Outreach

Benefits

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
• Flexible vacation days and quarterly mental health days so you can recharge
• Enjoy a one‑time expense on your 1‑year work anniversary (to use for travel, home furnishings, fancy meal)
• Annual stipends for professional development and caretaking
• (US-ONLY) 401k plan to participate in and save towards the future
• Newest Apple products to help you do your best work
• 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

Notice for Prospective Candidates

• Only emails from @captivateiq.com should be trusted.

We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:

• Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
• Make an offer of employment without conducting multiple rounds of interviews face‑to‑face using secure video‑conferencing technology.
• Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
• Ask candidates to make a payment in order to be considered for a position.
• Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
• Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.

$300,000 - $300,000 a year

The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $300,000 OTE. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE is just one component of CaptivateIQ's competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States