Account Director

Summary

Join CaptivateIQ as an Account Director and drive revenue growth by expanding our footprint within existing customer accounts. This hybrid role blends account management and strategic sales, requiring strong relationship-building and consultative selling skills. You will collaborate with various teams to deliver tailored solutions and ensure customer success. The ideal candidate is proactive, adaptable, and possesses strong business acumen, capable of engaging with C-level executives. You will also contribute to defining best practices and processes for account expansion. This role offers a competitive salary and benefits package, including comprehensive health insurance, flexible vacation, and professional development opportunities.

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)

Responsibilities

• Own the end-to-end sales motion for upsell and cross-sell opportunities within assigned accounts
• Build and maintain strong relationships with key customer stakeholders, including executives, to deeply understand their business goals and challenges
• Prospect creatively within accounts to identify and qualify potential expansion opportunities by analyzing customer data, usage patterns, feedback, and relationships
• Acquire in-depth knowledge of common pain points and execute successful demos to show how they are solved with the CaptivateIQ platform
• Develop tailored value propositions and business cases to present to customers, with support from Solutions Engineers
• Negotiate and close deals, ensuring alignment with customer success and company goals
• Partner with Customer Success Managers to ensure alignment on customer objectives and deliverables
• Act as a trusted advisor to customers, recommending additional products, services, or features that will enhance their experience and ROI
• Collaborate with Solutions Engineers to conduct product demos and proof-of-concept presentations
• Define and document scalable processes for identifying, nurturing, and closing expansion opportunities
• Establish metrics and KPIs for success in the role, tracking progress and making data-driven adjustments as needed
• Provide feedback to Product and Marketing teams on customer needs and market trends

Preferred Qualifications

• Experience in the incentive compensation management industry or related fields
• Proficiency with Customer Success platforms (e.g., ChurnZero)
• Knowledge of strategic selling methodologies, such as MEDDIC or Value Selling

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
• Equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure)
• Competitive health and wellness benefits
• A commitment to career growth and development