CaptivateIQ · 1 day ago
Director of Enterprise Sales
United States
Full-time
Remote
Lead/Staff, Director/Executive
$350K/yr - $400K/yr
5+ years expCaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. As the Director of Enterprise Sales, you will own the enterprise new business motion and drive predictable ARR growth across strategic accounts while leading a high-performing team of Enterprise Account Executives.
Data IntegrationManagement Information SystemsSaaSSalesSoftware
Responsibilities
Strategic Deal Coaching: Actively participate in high-stakes customer meetings, providing "player-coach" support to navigate complex procurement, legal, and executive-level negotiations
Pipeline & Forecast Accuracy: Maintain a rigorous cadence of deal reviews and pipeline inspections to ensure forecast predictability and high-velocity stage progression
Revenue Growth: Accountable for meeting or exceeding quarterly and annual ARR targets for the Enterprise segment through new logo acquisition and strategic expansion
Solution Design & ROI: Partner with Solutions Engineering and Value Consulting to architect enterprise-grade demonstrations and business cases that quantify ROI and prove the platform's ability to solve complex incentive compensation challenges
Operational Excellence: Collaborate with Revenue Operations to optimize territory design, quota setting, and coverage models, ensuring internal sales processes mirror the industry best practices recommended to clients
GTM & Ecosystem Alignment: Coordinate with Marketing and Partnerships to execute high-touch Account-Based Marketing (ABM) campaigns and leverage ecosystem partners to displace legacy ICM/SPM incumbents
Customer Lifecycle Management: Oversee the transition from sales to Customer Success and Professional Services to ensure seamless, low-risk implementations and to strategically identify expansion opportunities within existing accounts
Product Influence & Feedback Loop: Serve as the "voice of the enterprise" for Product and Engineering, translating field requirements—specifically regarding security, compliance (SOC/SOX), and advanced integrations—into actionable roadmap priorities
Qualification
Required
5+ years of experience leading high-performing teams that sell complex, multi-stakeholder SaaS solutions to Finance, Revenue Operations, and IT at Fortune 1000 organizations
5–8 years of proven success in B2B SaaS Enterprise closing roles; demonstrated expertise in managing six-figure deal cycles involving complex stakeholder groups, formal RFPs, and rigorous Procurement/IT evaluations (preferably with technical or financial products)
Expert-level command of disciplined, metrics-driven sales engines; highly proficient in pipeline creation, qualification methodologies (e.g., MEDDIC), forecast hygiene, and coaching AEs through 'enterprise-class' execution
Proven track record of scaling an enterprise segment, including defining territory/coverage models and a demonstrated ability to recruit, onboard, and develop top-tier Enterprise Account Executives
Deep understanding of the ICM/SPM landscape, RevTech, or adjacent financial systems; ability to credibly position a modern solution against legacy platforms (e.g., Xactly, Varicent) or complex manual processes
Highly fluent in ROI-based selling and business case development, focusing on operational efficiency, risk/compliance, and the strategic revenue impact of incentive compensation
Strong grasp of enterprise-grade requirements including security/compliance (SOC, SOX), governance, third-party integrations, and complex change management
Exceptional ability to partner with C-level stakeholders externally and influence internal Product and Engineering leaders to align roadmaps with enterprise market needs
Prior experience leveraging Global Systems Integrators (GSIs), referral partners, and broader software ecosystems to accelerate deal cycles and expand market reach
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
Company
CaptivateIQ
CaptivateIQ develops a sales compensation platform designed to help businesses leverage the power of incentives to motivate teams.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$164.6MKey Investors
AccelSequoia CapitalAmity Ventures
2022-01-26Series C· $100M
2021-04-07Series B· $48M
2020-05-27Series A· $13M
Leadership Team
Conway Teng
Co-CEO and Co-Founder
Mark Schopmeyer
Co-Founder / Co-CEO
Recent News
captivateiq.com
2025-12-05
Foundation Capital
2025-12-05
Company data provided by crunchbase