Director of Enterprise Sales

Overview Raleigh, NC CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management. About The Role As our Director of Enterprise Sales, you will own CaptivateIQ’s enterprise new business motion, with a mandate to drive predictable ARR growth across our largest and most strategic accounts. You will be responsible for setting the enterprise go-to-market strategy, building territory and account plans, and ensuring our teams remain deeply aligned with customers’ sales performance priorities. In this role, you will define and uphold a high-caliber sales process—from multi-threaded discovery through value-based validation and executive alignment—while maintaining rigorous pipeline and forecasting cadences. Reporting directly to the VP of Sales, you will be a visible partner to senior leadership on how we win and expand in the enterprise segment. You will lead a high-performing team of Enterprise Account Executives focused on landing and expanding CaptivateIQ within complex, multi-stakeholder organizations. You will be accountable for scaling the team through hiring, onboarding, and continuous development, while fostering a culture of accountability and coaching. Additionally, you will provide cross-functional leadership for supporting roles aligned to the segment, such as SDRs and sales specialists, to ensure cohesive execution across the enterprise funnel. Job Location The candidate selected for this opportunity must reside near one of the following locations: Hybrid (in-office 3 days per week) Austin, TX Menlo Park, CA Remote Raleigh, NC Nashville, TN Toronto, Canada Responsibilities Strategic Deal Coaching: Actively participate in high-stakes customer meetings, providing "player-coach" support to navigate complex procurement, legal, and executive-level negotiations Pipeline & Forecast Accuracy: Maintain a rigorous cadence of deal reviews and pipeline inspections to ensure forecast predictability and high-velocity stage progression Revenue Growth: Accountable for meeting or exceeding quarterly and annual ARR targets for the Enterprise segment through new logo acquisition and strategic expansion Solution Design & ROI: Partner with Solutions Engineering and Value Consulting to architect enterprise-grade demonstrations and business cases that quantify ROI and prove the platform's ability to solve complex incentive compensation challenges Operational Excellence: Collaborate with Revenue Operations to optimize territory design, quota setting, and coverage models, ensuring internal sales processes mirror the industry best practices recommended to clients GTM & Ecosystem Alignment: Coordinate with Marketing and Partnerships to execute high-touch Account-Based Marketing (ABM) campaigns and leverage ecosystem partners to displace legacy ICM/SPM incumbents Customer Lifecycle Management: Oversee the transition from sales to Customer Success and Professional Services to ensure seamless, low-risk implementations and to strategically identify expansion opportunities within existing accounts Product Influence & Feedback Loop: Serve as the "voice of the enterprise" for Product and Engineering, translating field requirements—specifically regarding security, compliance (SOC/SOX), and advanced integrations—into actionable roadmap priorities Requirements Enterprise Sales Leadership: 8+ years of experience leading high-performing teams that sell complex, multi-stakeholder SaaS solutions to Finance, Revenue Operations, and IT at Fortune 1000 organizations Strategic Sales Experience: 5–8 years of proven success in B2B SaaS Enterprise closing roles; demonstrated expertise in managing six-figure deal cycles involving complex stakeholder groups, formal RFPs, and rigorous Procurement/IT evaluations (preferably with technical or financial products) Operational Rigor: Expert-level command of disciplined, metrics-driven sales engines; highly proficient in pipeline creation, qualification methodologies (e.g., MEDDIC), forecast hygiene, and coaching AEs through "enterprise-class" execution Scaling & Team Building: Proven track record of scaling an enterprise segment, including defining territory/coverage models and a demonstrated ability to recruit, onboard, and develop top-tier Enterprise Account Executives Domain & Market Expertise: Deep understanding of the ICM/SPM landscape, RevTech, or adjacent financial systems; ability to credibly position a modern solution against legacy platforms (e.g., Xactly, Varicent) or complex manual processes Value-Based Selling: Highly fluent in ROI-based selling and business case development, focusing on operational efficiency, risk/compliance, and the strategic revenue impact of incentive compensation Technical & Security Literacy: Strong grasp of enterprise-grade requirements including security/compliance (SOC, SOX), governance, third-party integrations, and complex change management Executive Presence & Influence: Exceptional ability to partner with C-level stakeholders externally and influence internal Product and Engineering leaders to align roadmaps with enterprise market needs Ecosystem Strategy: Prior experience leveraging Global Systems Integrators (GSIs), referral partners, and broader software ecosystems to accelerate deal cycles and expand market reach Benefits (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) Annual stipends for professional development and caretaking (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 Notice for Prospective Candidates Only emails from @captivateiq.com should be trusted We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following: 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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. The OTE range in USD represents the minimum and maximum for this position across North America. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of CaptivateIQ's competitive total rewards package. #J-18808-Ljbffr