Senior Director, Enterprise Sales

CaptivateIQ is a leading sales commission platform — recognized by industry analysts including Forrester as well as reputable marketplaces like G2. We are trusted by category leaders and innovators like Gong Lattice and DataRobot.

With backing from Sequoia Accel ICONIQ Sapphire Ventures and other leading investors CaptivateIQ is on a mission to enable every company to take control of commission management.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

About the role:

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.

The ideal candidate will have prior experience leading and scaling a team of Enterprise Account Executives in a high-paced environment while effectively working cross-functionally across multiple departments. 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.

If you get excited about leading an incredible team of Enterprise Account Executives recruiting top sales talent and actively developing the foundation of our sales processes in a scrappy startup environment we want to hear from you!

Responsibilities:

• 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

Requirements:

• 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

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)

• One time work from home stipend & annual stipends for professional development and caretaking

• Virtual team lunches to keep you connected

• (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.

$150000 - $375000 a year

CaptivateIQ takes a market-based approach to pay and the salary range for this job posting shows the base to on-target earning s for this position. The successful candidate’s starting base salary will be determined based on the candidate’s job-related skills relevant experience education work location market conditions and other factors. This range may be modified in the future. Certain positions may be eligible for incentive compensation equity and other benefits.

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