Account Executive – Enterprise

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

📋 Description

• Drive the acquisition of new enterprise clients through complex deals involving multiple stakeholders in high-value accounts.

• Take ownership of the entire Enterprise sales process, from generating self-sourced leads to discovery, demonstrations, and closing deals.

• Create and implement strategic account plans that address customer pain points and align with their business objectives.

• Conduct engaging, self-managed product demonstrations tailored to the specific needs of stakeholders.

• Develop and maintain a deep understanding of the CaptivateIQ platform and its solutions for intricate challenges.

• Collaborate with teams in solutions engineering, product development, marketing, customer success, and business development to enhance pipeline and deal momentum.

• Uphold rigorous pipeline management practices with precise forecasting and transparent deal progression.

• Adapt sales strategies by leveraging customer feedback, competitive intelligence, and market trends.

• Contribute to the development of the sales playbook and go-to-market strategy as the company expands.

• Assist in building and scaling the next phase of the Enterprise sales team.

• Facilitate value-driven discussions with CFOs, CROs, and vice-presidents.

⛳️ Requirements

• At least 8 years of experience in SaaS sales, with 4-5 years dedicated to managing net-new Enterprise deals.

• A proven history of surpassing sales quotas and successfully closing complex deals involving multiple stakeholders, typically in the $250K+ range.

• Experience in independently leading product demonstrations, with strong skills in technical and value articulation.

• Familiarity with sales methodologies such as MEDDPPICC, Challenger, or equivalent frameworks.

• A self-motivated individual with a strong inclination towards action, accountability, and ongoing improvement.

• Exceptional communication, discovery, and stakeholder management abilities.

• A deep understanding of selling to operational and finance decision-makers (e.g., CFOs, RevOps, Finance leaders) is a plus.

• Knowledge of compensation, planning, analytics, or related SaaS categories is advantageous.

• Familiarity with sales tools such as Salesforce, Gong, and Outreach is a plus.

• Must be eligible to work in the United States; CaptivateIQ participates in E-Verify.

🏝️ Benefits

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

• Flexible vacation days and quarterly mental health days to ensure you have time to recharge.

• A one-time expense allowance on your 1-year work anniversary to be used for travel, home furnishings, or a nice meal.

• Annual stipends for professional development and caretaking expenses.

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

• Access to the latest Apple products to enable you to perform at your best.

• Employee Resource Groups (ERGs) that support and celebrate the diverse identities and life experiences within CaptivateIQ, directly contributing to our company-wide DEI goals and fostering the development and retention of diverse talent.

• Equity participation.

• Comprehensive health benefits.

• Additional perks and benefits.