Account Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Following the successful recruitment of the first AD last year, CaptivateIQ is enhancing its enterprise expansion function.

• The objective of this role is to create a top-tier enterprise expansion function, with ADs who collectively drive the growth strategy across CaptivateIQ's most promising accounts.

• Engage in thorough account planning, generating pipeline independently through proactive multi-threading.

• Implement structured cross-sell initiatives for Sales Planning and Catalyst AI.

• Contribute to the development of the company's long-term enterprise expansion playbooks.

• ADs should be capable of leading and utilizing the team framework from the outset, rather than just operating independently.

⛳️ Requirements

• A minimum of 8 years of overall experience in Account Management or Sales within a SaaS or technology company.

• Emphasis on farming rather than hunting — seeking a farmer as opposed to a pure hunter.

• At least 3 years in enterprise customer-facing roles (expansion, upsell, cross-sell, or strategic account management), with enterprise defined as organizations employing 2,000+ individuals.

• Proven direct, sustained experience in the enterprise segment — not just incidental or tangential exposure within a mid-market context.

• Demonstrated comprehension of the complexities of enterprise accounts: regional, subsidiary, and business unit dynamics; adept at navigating and expanding across multiple distinct stakeholder groups simultaneously.

• Strong history of self-prospecting within customer accounts — proactively mapping and engaging stakeholders who are not already present in CRM/account mappings; does not depend on CSMs or primary relationship holders for introductions or to pave the way.

• Proficient in multi-threading across procurement, legal, IT, and executive stakeholders — experienced in navigating complex buying processes with multiple layers of approval.

• Extensive enterprise account planning experience: research, opportunity mapping, risk tracking, prioritization of time/efforts, development of executive relationships, creation of regional events, and willingness to travel frequently to establish and nurture new stakeholder connections.

• Arrives equipped with a pre-established enterprise expansion playbook — understands how to structure territory plans, account plans, and expansion strategies without awaiting guidance from leadership.

• Proven capability to execute multi-product cross-sell — experienced in expanding beyond an initial product footprint into adjacent offerings (e.g., selling a second module, product line, or use case to an existing account).

• Demonstrated ability to be both a proactive self-starter and a true team collaborator — can independently drive progress while interpreting and enhancing signals from CSMs and other account team members.

• Comfortable managing and guiding a BDR resource: establishing shared target lists, reviewing outreach efforts, and maintaining a weekly working rhythm without micromanagement.

🏝️ Benefits

• (US-ONLY) 100% coverage for medical, dental, and vision insurance, including 75% for dependents.

• Flexible vacation days along with quarterly mental health days to help you recharge.

• Enjoy a one-time expense allowance on your 1-year work anniversary (to be used for travel, home furnishings, or fine dining).

• One-time work-from-home stipend and annual stipends for professional development and caregiving.

• Virtual team lunches to foster connection.

• (US-ONLY) 401k plan available to help you save for your future.

• Access to the latest Apple products to support your best work.

• Employee Resource Groups (ERGs) to promote and celebrate shared identities and experiences within the CaptivateIQ community. ERGs directly contribute to our company-wide DEI goals by providing a space for developing and retaining diverse talent.