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.

REQUIREMENTS

• 2-6 years of closing SaaS sales experience as an Account Executive.
• Proven track record selling to Mid-Market organizations (300-3,000 employees).
• Strong analytical and pipeline management skills, with a data-driven approach to sales.
• Expertise in MEDDPICC and delivering executive-level sales demos.
• Track record of self-sourcing pipeline and consistently meeting or exceeding new business quotas.
• Excellent presentation, communication, and negotiation skills across multiple channels.
• Highly coachable, growth-oriented, and thrives in a fast-paced, team-driven environment

ABOUT THE ROLE

As a Mid-Market Account Executive, you will play a key role in driving CaptivateIQ’s growth by converting prospective customers into long-term, engaged users who love our product. The ideal candidate is proactive, tenacious, and adaptable, with a strong ability to prospect and close in a highly competitive sales environment. You are a confident and well-rounded salesperson, comfortable engaging in business-level conversations with CFOs, CROs, and VPs of Sales.
You thrive in competitive, net-new sales cycles, know how to build value in complex deals, and are skilled at positioning solutions in a way that stands out. You take ownership of your pipeline, forecast accurately on a weekly basis, and are disciplined in sales methodologies like MEDDPICC. You’re hungry to grow, eager to learn, and thrive in a team-oriented, fast-paced environment.

RESPONSIBILITIES

• Drive new business by identifying, managing, and closing opportunities from lead to deal.
• Build and manage a strong pipeline using proven sales methodologies like MEDDPICC.
• Prospect strategically via outbound calls, emails, and social outreach to engage target accounts.
• Lead compelling sales demos that highlight CaptivateIQ’s value and address customer pain points.
• Develop deep product knowledge to effectively position CaptivateIQ against competitors.
• Collaborate cross-functionally with Solutions Engineers, Customer Success, and Marketing to drive revenue.