Account Executive - Enterprise

CaptivateIQ is redefining the architecture of sales performance, empowering organizations to architect, execute, and refine their strategic goals. Our journey began by disrupting the incentive compensation category, and we are now expanding our platform’s reach to address comprehensive sales planning requirements. Validated by industry leaders like G2 and Forrester and supported by elite investors including Accel, Sequoia, Sapphire Ventures, and ICONIQ, we provide high-growth brands—such as Stripe, Figma, and Netflix—with the critical flexibility and visibility required to accelerate revenue velocity. 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 an Enterprise Account Executive at CaptivateIQ, you’ll drive net new enterprise acquisition across complex, multi stakeholder deals in high value accounts. You’ll own the full sales cycle from self sourced pipeline generation through discovery, demo, and close while helping build and scale the next phase of our Enterprise team. This is an opportunity to join CaptivateIQ at a pivotal stage of our growth as we continue to invest in and expand our Enterprise business. We’re looking for strategic, product fluent sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high ownership role for someone who brings curiosity, grit, coachability, and the ability to lead value based conversations across multiple stakeholders, including CFOs, CROs, and VP level leaders, and who is excited to help shape the future of our Enterprise sales motion.  

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

Nice to Have: 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

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

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