Account Director

12 hours ago

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CaptivateIQ

WebsiteLinkedInAll Job Openings

Software • Sales Commissions • SaaS • Internet • Payroll

201 - 500 employees

Founded 2017

💸 Finance

🏢 Enterprise

💰 $100M Series C on 2022-01

Description

• 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. • Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work! • As an Account Director, you will own the expansion motion for a portfolio of existing customers, identifying and nurturing opportunities to expand our footprint within their organizations. • This role is a hybrid of account management and strategic sales, requiring both relationship-building expertise and a consultative sales approach. • You’ll collaborate closely with Customer Success Managers, Solutions Engineers, Professional Services, and Product teams to deliver tailored solutions that drive customer success and business growth. • The ideal candidate is highly proactive, curious, tenacious, adaptable, and coachable. • You are capable of engaging in business-level conversations at multiple levels of the organization, including the CFO, CRO, and VP of Sales. • You are used to building value in competitive situations and enjoy selling products that require deep product knowledge, combined with technical understanding. • Finally, you enjoy building – you’ll play a pivotal role in defining the best practices, processes, and tools for the expansion function, laying the foundation for its future growth within the company.

Requirements

• 7+ years of experience in Account Management or Sales within a SaaS or technology company, preferably selling a technical product. • Proven track record of achieving or exceeding quota in upsell, cross-sell, or account expansion. • Demonstrated success in building business cases for enterprise-level customers, and managing six/seven-figure deals w/ complex buying cycles (multiple stakeholders, RFPs, interfacing w/ robust procurement, IT teams, etc). • Strong understanding of SaaS business models, the customer lifecycle, and a land-and-expand motion. • Exceptional relationship management and communication skills, with the ability to influence C-level executives. • Strong analytical skills, with the ability to leverage data to identify trends and opportunities. • Proficiency with CRM tools (e.g., Salesforce)

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