Senior Manager, Mid-Market Sales

Summary

Join CaptivateIQ as our Senior Manager of Sales and lead a high-performing team of Account Executives. You will coach, mentor, and optimize team performance while refining sales processes and driving pipeline growth. The ideal candidate possesses experience managing Account Executives in a B2B SaaS environment and excels in cross-functional collaboration. This role involves tactical execution, working directly with the team to navigate complex deals and ensure accurate forecasting. If you're passionate about developing sales talent and delivering results in a fast-paced setting, apply now! CaptivateIQ offers a competitive total rewards package including equity awards, competitive health and wellness benefits, and a commitment to career growth and development.

Requirements

• 3+ years of B2B SaaS sales experience, including closing complex deals with a track record of high performance
• 2+ years of experience managing or coaching sales teams in a SaaS environment
• Demonstrated ability to deliver sales demos and navigate negotiations with executive-level stakeholders
• Experience working cross-functionally with teams such as Product, Customer Success, and Marketing
• Strong analytical skills with the ability to forecast sales and optimize team performance
• Passion for mentoring sales talent and cultivating a high-energy, results-driven team culture

Responsibilities

• Lead, coach, and mentor a team of Account Executives to meet and exceed individual and team sales quotas
• Refine and implement effective, repeatable sales processes and playbooks to optimize team performance
• Assist in navigating complex sales cycles, including late-stage negotiations and contract discussions
• Collaborate cross-functionally with Solutions Engineers, Business Development, Customer Success, Marketing, and Sales Enablement teams to support pipeline growth and customer success
• Drive best practices for pipeline creation, sales forecasting accuracy, and Salesforce hygiene
• Support the hiring and onboarding of new Account Executives to build a highly engaged, top-performing team
• Develop a deep understanding of CaptivateIQ's solutions, market positioning, and customer pain points to guide the team effectively
• Monitor key sales metrics and provide actionable feedback to drive team accountability and success

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