Account Director

CaptivateIQ
United States
Workplace: RemoteFull timeUSD 210,000 - 230,000 annuallyFunction: Executive & General ManagementSkills: ["Communication","Leadership","Negotiation","Strategic thinking","Problem-solving"]

Lead CaptivateIQ's enterprise expansion efforts for top accounts in a remote, US-based team. Own end-to-end account planning, self-generate pipeline, and run structured cross-sell plays across Sales Planning and Catalyst AI, while coordinating with a BDR and AI SDR. Build and codify best practices for enterprise growth and expansion motions for long-term scale.

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CaptivateIQ
CaptivateIQ
1 year ago

Account Director

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Source: Company careers pageValidated by: Fursa AI
Last checked: 12 hours agoStatus: Live

Job Summary

Lead CaptivateIQ's enterprise expansion efforts for top accounts in a remote, US-based team. Own end-to-end account planning, self-generate pipeline, and run structured cross-sell plays across Sales Planning and Catalyst AI, while coordinating with a BDR and AI SDR. Build and codify best practices for enterprise growth and expansion motions for long-term scale.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Own the growth motion across CaptivateIQ's highest-potential accounts and drive deep account planning discipline.
  • •Self-generate pipeline through proactive multi-threading and proactive stakeholder engagement.
  • •Run structured cross-sell plays for Sales Planning and Catalyst AI to expand product footprint in existing accounts.
  • •Help build and codify the company’s enterprise expansion playbooks for long-term scale.
  • •Lead and leverage a coordinated motion with a BDR and an AI SDR from day one, ensuring team collaboration and execution.
Travel: Medium travel

Pay and Benefits

Salary: USD 210,000 - 230,000 annually
Perks:Health InsuranceDentalVision401kRemote WorkTravel Allowance

Key Requirements

  • •8+ years total experience in Account Management or Sales within a SaaS or technology company.
  • •3+ years specifically in enterprise customer-facing roles (expansion, upsell, cross-sell, or strategic account management), enterprise defined as organizations with 2,000+ employees.
  • •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.
  • •Demonstrated ability to be both a self-starter and a genuine team partner — can drive progress independently while reading and amplifying signals from CSMs and other account team members.
Experience:SaaSEnterprise softwareSales
Skills:CommunicationLeadershipNegotiationStrategic thinkingProblem-solving
Languages:English
Tech Stack:SFDCSlackClaudeMetabase

Company Brief

CaptivateIQ
Provides a cloud-based sales commission and incentive compensation platform that automates commission calculations, reporting, and plan management to help revenue teams run accurate, scalable incentive programs.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Growth Stage Startup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2017
WebsiteLinkedIn