The Enterprise Account Executive will drive sales growth by managing high-value accounts, owning the full sales cycle, and collaborating cross-functionally to enhance sales strategies.
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, 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 an Enterprise Account Executive at CaptivateIQ, you'll drive new business growth by selling into high-value accounts and contributing to the buildout of our Enterprise sales team. You’ll own the full sales cycle — from pipeline generation to close — and position a highly differentiated solution in a competitive, fast-evolving market.
We’re looking for strategic, product-driven sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high-ownership role that requires curiosity, grit, coachability, and the ability to lead value-based conversations across multiple stakeholders — including CFOs, CROs, and VPs of Sales. You enjoy building and making an impact, and you’re excited to help shape and scale our sales playbook.
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
Bonus Points:
- 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
Notice for Prospective Candidates:
- (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
Gong
Outreach
Salesforce
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