Account Director

🕒 June 25

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 25%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💼 Consulting

🏭 Manufacturing

📦 Logistics

💰 $100M Series C on 2022-01

Consulting • Manufacturing • Logistics

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• Own growth across CaptivateIQ's highest-potential enterprise accounts • Operate with disciplined enterprise account planning • Self-generate pipeline through proactive multi-threading • Run structured cross-sell plays for Sales Planning and Catalyst AI • Build the company's enterprise expansion playbooks and long-term best practices • Lead and leverage a coordinated team structure including a BDR and AI SDR • Research accounts, map opportunities, track risks, prioritize time and effort, and develop executive relationships • Create regional events to cultivate stakeholder relationships • Set shared target lists for BDRs, review outreach, and maintain a weekly working rhythm

🎯 Requirements

• 8+ years total experience in Account Management or Sales within a SaaS or technology company • Experience as a farmer rather than a pure hunter • 3+ years specifically in enterprise customer-facing roles involving expansion, upsell, cross-sell, or strategic account management • Direct, sustained enterprise segment experience with organizations of 2,000+ employees • Understanding of enterprise account complexity across regional, subsidiary, and business unit dynamics • Ability to navigate and expand across multiple distinct stakeholder groups simultaneously • Strong track record of self-prospecting within customer accounts • Ability to map and engage stakeholders not already in CRM/account maps • Ability to multi-thread across procurement, legal, IT, and executive stakeholders • Experience navigating complex buying processes with multiple approval layers • Deep enterprise account planning experience, including research, opportunity mapping, risk tracking, prioritization, executive relationship development, and regional event creation • Willingness to travel regularly to establish and cultivate stakeholder relationships • Established enterprise expansion playbook, including territory plans, account plans, and expansion plays • Demonstrated ability to execute multi-product cross-sell • Ability to work independently and partner effectively with CSMs and account team members • Ability to manage and direct a BDR resource • Nice to have: experience with incentive compensation management or Sales Performance Management tools • Nice to have: familiarity with ChurnZero or similar CS platforms • Nice to have: experience with MEDDIC, MEDDPICC, or other structured enterprise sales methodologies • Nice to have: experience selling to Finance, RevOps, or Sales personas • Nice to have: experience selling or cross-selling Sales Planning or territory planning products • Nice to have: familiarity with Metabase, ScratchPad, SFDC, Slack, and Claude

🏖️ Benefits

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents • Flexible vacation days and quarterly mental health days • One-time expense on your 1-year work anniversary for travel, home furnishings, or a fancy meal • One-time work-from-home stipend • Annual stipends for professional development and caretaking • Virtual team lunches • (US-ONLY) 401k plan • Newest Apple products • Employee Resource Groups (ERGs) supporting and celebrating shared identities and life experiences • Equity • Comprehensive health benefits • Other perks and benefits