Lead enterprise sales efforts, focusing on ARR growth. Own go-to-market strategy, build account plans, and manage a high-performing sales team. Collaborate with various teams for successful enterprise engagement and product feedback.
CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
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 our Director of Enterprise Sales, you will own CaptivateIQ’s enterprise new business motion, with a mandate to drive predictable ARR growth across our largest and most strategic accounts. You will be responsible for setting the enterprise go-to-market strategy, building territory and account plans, and ensuring our teams remain deeply aligned with customers’ sales performance priorities. In this role, you will define and uphold a high-caliber sales process—from multi-threaded discovery through value-based validation and executive alignment—while maintaining rigorous pipeline and forecasting cadences. Reporting directly to the VP of Sales, you will be a visible partner to senior leadership on how we win and expand in the enterprise segment.
You will lead a high-performing team of Enterprise Account Executives focused on landing and expanding CaptivateIQ within complex, multi-stakeholder organizations. You will be accountable for scaling the team through hiring, onboarding, and continuous development, while fostering a culture of accountability and coaching. Additionally, you will provide cross-functional leadership for supporting roles aligned to the segment, such as SDRs and sales specialists, to ensure cohesive execution across the enterprise funnel.
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
- Menlo Park, CA
Remote
- Raleigh, NC
- Nashville, TN
- Toronto, Canada
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.
Requirements
- Enterprise Sales Leadership: 8+ years of experience leading high-performing teams that sell complex, multi-stakeholder SaaS solutions to Finance, Revenue Operations, and IT at Fortune 1000 organizations.
- Strategic Sales Experience: 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).
- Operational Rigor: 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.
- Scaling & Team Building: 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.
- Domain & Market Expertise: 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.
- Value-Based Selling: Highly fluent in ROI-based selling and business case development, focusing on operational efficiency, risk/compliance, and the strategic revenue impact of incentive compensation.
- Technical & Security Literacy: Strong grasp of enterprise-grade requirements including security/compliance (SOC, SOX), governance, third-party integrations, and complex change management.
- Executive Presence & Influence: Exceptional ability to partner with C-level stakeholders externally and influence internal Product and Engineering leaders to align roadmaps with enterprise market needs.
- Ecosystem Strategy: 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
Notice for Prospective Candidates
- Only emails from @captivateiq.com should be trusted.
- 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.
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:
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
Top Skills
Icm
Revtech
SaaS
Spm
Similar Jobs
Legal Tech • Software • Generative AI
The Director of Enterprise Sales will lead and scale a sales team, drive revenue growth, manage forecasts, and ensure cross-functional alignment in a fast-growing legal tech company.
Cloud • Information Technology • Productivity • Security • Software • App development • Automation
The Director, Commercial Legal will negotiate enterprise cloud agreements, support sales, provide legal guidance, and lead special projects to scale legal and sales functions.
Top Skills:
Cloud ServicesGenerative AiSaaSSoftware
Artificial Intelligence • Big Data • Machine Learning • Security • Software • Cybersecurity • Big Data Analytics
The Director of Enterprise Sales - West will lead a team of Account Executives to drive sales growth in the Western US by connecting organizations with Anaconda's AI solutions, fostering customer relationships, and enhancing sales strategies through consultative selling.
Top Skills:
Crm SystemsSalesforce
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
