Account Director

🏢 CaptivateIQ · 📍 Remote · 💼 remote · ⏰ Full-time 💰 $210,000 - $230,000 / yr

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Position Summary & Responsibilities

CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.

With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

About the Role:

Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. The second AD hire reflects growing conviction in the model and an expanding enterprise book of business that warrants dedicated capacity. This hire is not a repeat of the first — we are raising the bar for enterprise pedigree and self-sufficiency. We are specifically looking for someone who arrives with an established enterprise playbook and can contribute immediately to building out the function's best practices.

The vision for the role is to establish a world-class enterprise expansion function, with ADs who collectively own the growth motion across CaptivateIQ's highest-potential accounts, operate with deep account planning discipline, self-generate pipeline through proactive multi-threading, run structured cross-sell plays for Sales Planning and Catalyst AI, and help build the company's enterprise expansion playbooks for the long term. ADs now operate as part of a coordinated motion that includes a BDR and an AI SDR — the new hire must be able to lead and leverage this team structure from day one, not just execute independently.

🎯 Candidate Preparation Guide For CaptivateIQ Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

They strictly evaluate data modeling logic, complex commission structures, and the ability to communicate technical value to elite RevOps and finance leaders.

📋 Preparation Priorities (Key Areas to Clarify):

1. Confusion around basic RevOps, quota attainment, or commission accounting terms
2. Failure to structure answers logically during live problem-solving or technical rounds
3. Treating commission management as a static administrative task rather than a strategic lever

✨ Recommended Role Alignment Hook:

I help high-growth enterprises turn commission plans from administrative nightmares into strategic growth engines.

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