Account Executive

Summary

Join CaptivateIQ as a Mid-Market Account Executive and play a key role in driving company growth by converting prospective customers into loyal users. You will be responsible for managing the sales cycle from lead to deal closure, building a strong pipeline, and strategically prospecting for new accounts. The ideal candidate possesses 2-6 years of SaaS sales experience, a proven track record of success in mid-market sales, and expertise in MEDDPICC methodology. You will be a confident salesperson comfortable engaging with executive-level clients and adept at positioning solutions effectively. This role offers a competitive salary, comprehensive benefits, and opportunities for professional development within a fast-paced, team-oriented environment.

Requirements

• 2-6 years of closing SaaS sales experience as an Account Executive
• Proven track record selling to Mid-Market organizations (300-3,000 employees)
• Strong analytical and pipeline management skills, with a data-driven approach to sales
• Expertise in MEDDPICC and delivering executive-level sales demos
• Track record of self-sourcing pipeline and consistently meeting or exceeding new business quotas
• Excellent presentation, communication, and negotiation skills across multiple channels
• Highly coachable, growth-oriented, and thrives in a fast-paced, team-driven environment

Responsibilities

• Drive new business by identifying, managing, and closing opportunities from lead to deal
• Build and manage a strong pipeline using proven sales methodologies like MEDDPICC
• Prospect strategically via outbound calls, emails, and social outreach to engage target accounts
• Lead compelling sales demos that highlight CaptivateIQ’s value and address customer pain points
• Develop deep product knowledge to effectively position CaptivateIQ against competitors
• Collaborate cross-functionally with Solutions Engineers, Customer Success, and Marketing to drive revenue

Preferred Qualifications

• Experience selling to sales, finance, or commission leaders
• Proficiency with Salesforce, Gong, Outreach, or similar tools
• Background as a Business Development Representative (BDR)
• Experience partnering closely with Solutions Engineers (SE) in the sales process
• EST-based preferred

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