Enterprise Account Executive

Summary

Join CaptivateIQ as an Enterprise Account Executive and drive new business growth by selling to high-value accounts. You will manage the entire sales cycle, from generating leads to closing deals, and position our differentiated solution in a competitive market. We seek strategic, product-driven sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This role demands curiosity, grit, coachability, and the ability to lead value-based conversations with multiple stakeholders. You will build and make an impact, shaping and scaling our sales playbook. CaptivateIQ offers a competitive total rewards package including equity awards, competitive health and wellness benefits, and a commitment to career growth and development.

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

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

Preferred Qualifications

• 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

• 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
• 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