Account Director

🕒 Junho 25

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CaptivateIQ

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2017

💼 Consultoria

🏭 Manufatura

📦 Logística

💰 $100.000.000 Series C em 2022-01

Consulting • Manufacturing • Logistics

A CaptivateIQ é uma solução moderna de comissões de vendas que ajuda as empresas a melhorar significativamente o desempenho de receita. Ao automatizar e simplificar todo o processo de comissões, permite que as equipes de vendas se concentrem em vender em vez de realizar tarefas administrativas. A plataforma oferece ferramentas para visibilidade e análises em tempo real, que motivam os representantes de vendas e oferecem insights aos líderes de vendas. A solução da CaptivateIQ é flexível, transparente e projetada para crescer com empresas em expansão, oferecendo recursos como inteligência impulsionada por IA e tecnologia SmartGrid™. Notavelmente, atende a vários setores, como serviços financeiros, manufatura, mídia e entretenimento, entre outros, proporcionando uma vantagem estratégica na gestão e otimização de iniciativas de gerenciamento de desempenho de vendas.

Descrição

• Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. • 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. • Help build the company's enterprise expansion playbooks for the long term. • ADs must be able to lead and leverage the team structure from day one, not just execute independently.

🎯 Requisitos

• 8+ years total experience in Account Management or Sales within a SaaS or technology company. • Farming vs. Hunting — looking for a farmer vs. a pure hunter. • 3+ years specifically in enterprise customer-facing roles (expansion, upsell, cross-sell, or strategic account management), enterprise defined as organizations with 2,000+ employees • Must have direct, sustained enterprise segment experience — not tangential or incidental enterprise exposure within a mid-market motion • Demonstrated understanding of enterprise account complexity: regional, subsidiary, and business unit dynamics; navigating and expanding across multiple distinct stakeholder groups simultaneously • Strong track record of self-prospecting within customer accounts — proactively mapping and engaging stakeholders who do not already exist in CRM/account maps; does not rely on CSMs or primary relationship holders to make introductions or pave the way • Skilled at multi-threading across procurement, legal, IT, and executive stakeholders — has navigated complex buying processes with multiple approval layers • Deep enterprise account planning experience: research, opportunity mapping, risk tracking, time/effort prioritization, executive relationship development, regional event creation, willingness to travel regularly to establish and cultivate new stakeholder relationships • Arrives with an established enterprise expansion playbook — knows how to structure territory plans, account plans, and expansion plays without waiting for leadership to define the motion for them • Demonstrated ability to execute multi-product cross-sell — experience expanding beyond an initial product footprint into adjacent products (e.g., selling a second module, product line, or use case into an existing account) • Demonstrated ability to be both a strong self-starter AND a genuine team partner — can drive progress independently while reading and amplifying signals from CSMs and other account team members • Comfortable managing and directing a BDR resource: setting shared target lists, reviewing outreach, and holding a weekly working rhythm without micromanaging****

🏖️ Benefícios

• (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