Account Director

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:

As an Account Director, you will own the expansion motion for a portfolio of existing customers, identifying and nurturing opportunities to expand our footprint within their organizations. This role is a hybrid of account management and strategic sales, requiring both relationship-building expertise and a consultative sales approach. You’ll collaborate closely with Customer Success Managers, Solutions Engineers, Professional Services, and Product teams to deliver tailored solutions that drive customer success and business growth. 

The ideal candidate is highly proactive, curious, tenacious, adaptable, and coachable. You are capable of engaging in business-level conversations at multiple levels of the organization, including the CFO, CRO, and VP of Sales. You are used to building value in competitive situations and enjoy selling products that require deep product knowledge, combined with technical understanding. Finally, you enjoy building – you’ll play a pivotal role in defining the best practices, processes, and tools for the expansion function, laying the foundation for its future growth within the company.

• Account Expansion & Revenue Growth:
• Own the end-to-end sales motion for upsell and cross-sell opportunities within assigned accounts.
• Build and maintain strong relationships with key customer stakeholders, including executives, to deeply understand their business goals and challenges.
• Prospect creatively within accounts to identify and qualify potential expansion opportunities by analyzing customer data, usage patterns, feedback, and relationships.
• Acquire in-depth knowledge of common pain points and execute successful demos to show how they are solved with the CaptivateIQ platform. 
• Develop tailored value propositions and business cases to present to customers, with support from Solutions Engineers.
• Negotiate and close deals, ensuring alignment with customer success and company goals.
• Customer Engagement & Collaboration:
• Partner with Customer Success Managers to ensure alignment on customer objectives and deliverables.
• Act as a trusted advisor to customers, recommending additional products, services, or features that will enhance their experience and ROI.
• Collaborate with Solutions Engineers to conduct product demos and proof-of-concept presentations.
• Process Development & Best Practices:
• Define and document scalable processes for identifying, nurturing, and closing expansion opportunities.
• Establish metrics and KPIs for success in the role, tracking progress and making data-driven adjustments as needed.
• Provide feedback to Product and Marketing teams on customer needs and market trends.

• 7+ years of experience in Account Management or Sales within a SaaS or technology company, preferably selling a technical product.
• Proven track record of achieving or exceeding quota in upsell, cross-sell, or account expansion.
• Demonstrated success in building business cases for enterprise-level customers, and managing six/seven-figure deals w/ complex buying cycles (multiple stakeholders, RFPs, interfacing w/ robust procurement, IT teams, etc). 
• Strong understanding of SaaS business models, the customer lifecycle, and a land-and-expand motion.
• Exceptional relationship management and communication skills, with the ability to influence C-level executives.
• Strong analytical skills, with the ability to leverage data to identify trends and opportunities.
• Proficiency with CRM tools (e.g., Salesforce)

• Experience in the incentive compensation management industry or related fields.
• Proficiency with Customer Success platforms (e.g., ChurnZero).
• Knowledge of strategic selling methodologies, such as MEDDIC or Value Selling.

• (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

• Only emails from @captivateiq.com should be trusted.

• Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
• Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
• Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
• Ask candidates to make a payment in order to be considered for a position.
• Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
• Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States