Account Executive – Enterprise

This is a fully remote position, open to applicants in United States, +1 more state.

📋 Description

• Take ownership of the complete Enterprise sales cycle, from self-sourcing the pipeline to discovery, demonstration, and closing deals.

• Formulate and implement strategic account plans that align with customer pain points and desired business outcomes.

• Conduct engaging, self-directed product demonstrations that address the needs of stakeholders.

• Develop and sustain an extensive understanding of the CaptivateIQ platform and its solutions for intricate challenges.

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

• Maintain disciplined pipeline management with precise forecasting and clear deal progression.

• Adapt the sales strategy based on customer feedback, competitive analysis, and market trends.

• Contribute to the sales playbook and go-to-market strategy as the organization scales.

• Facilitate net-new enterprise acquisition through complex, multi-stakeholder deals.

• Assist in building and expanding the Enterprise team.

⛳️ Requirements

• Over 8 years of experience in SaaS sales, with 4–5 years focused on net-new Enterprise deals.

• A proven track record of surpassing quotas and successfully closing complex, multi-stakeholder deals in the $250K+ range.

• Experience in independently leading product demonstrations, showcasing strong technical and value communication skills.

• Proficiency in MEDDPPICC, Challenger, or comparable sales methodologies.

• Self-motivated individual with a strong inclination for action, accountability, and ongoing improvement.

• Exceptional communication, discovery, and stakeholder management abilities.

• A solid understanding of selling to operational and finance buyers is a plus.

• Familiarity with compensation, planning, analytics, or related SaaS categories is advantageous.

• Knowledge of Salesforce, Gong, and Outreach is beneficial.

• Must be eligible to work in the United States where applicable, as CaptivateIQ participates in E-Verify.

🏝️ Benefits

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

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

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

• Annual stipends dedicated to professional development and caretaking.

• (US-ONLY) 401k plan.

• Access to the latest Apple products.

• Employee Resource Groups (ERGs) that support and celebrate shared identities and life experiences.