Account Executive - Enterprise

About the Role

As an Enterprise Account Executive at CaptivateIQ, you’ll drive net new enterprise acquisition across complex, multi-stakeholder deals in high-value accounts. You’ll own the full sales cycle from self-sourced pipeline generation through discovery, demo, and close while helping build and scale the next phase of our Enterprise team. This is an opportunity to join CaptivateIQ at a pivotal stage of our growth as we continue to invest in and expand our Enterprise business.

We’re looking for strategic, product-fluent sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high-ownership role for someone who brings curiosity, grit, coachability, and the ability to lead value-based conversations across multiple stakeholders, including CFOs, CROs, and VP-level leaders, and who is excited to help shape the future of our Enterprise sales motion.

Responsibilities

• Own the full Enterprise sales cycle — from self-sourcing pipeline through discovery, demo, and close
• Develop and execute strategic account plans aligned to customer pain and business outcomes
• Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs
• Build and maintain deep knowledge of the CaptivateIQ platform and how it solves complex challenges
• Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum
• Maintain a disciplined pipeline with accurate forecasting and clear deal progression
• Continuously evolve your sales approach using customer feedback, competitive insights, and market trends
• Contribute to the development of our sales playbook and GTM strategy as we scale

Requirements

• 8+ years of SaaS sales experience, including 4–5 years owning net-new Enterprise deals
• Proven track record of exceeding quota and closing complex, multi-stakeholder deals in the $250K+ range
• Experience leading product demos independently, with strong technical and value articulation skills
• Proficiency in sales methodologies such as MEDDPPICC, Challenger, or similar
• Self-starter with a strong bias for action, accountability, and continuous improvement
• Excellent communication, discovery, and stakeholder management skills

Nice to Have

• Deep understanding of how to sell into operational and finance buyers (e.g., CFO, RevOps, Finance leaders)
• Familiarity with compensation, planning, analytics, or adjacent SaaS categories
• Familiarity with sales tools like Salesforce, Gong, and Outreach

Benefits

• 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 (to use for travel, home furnishings, or a fancy meal)
• Annual stipends for professional development and caretaking
• 401k plan
• Newest Apple products to help you do your best work
• Employee Resource Groups (ERGs) to support and celebrate shared identities and life experiences

Pay

$300,000 OTE (On-Target Earnings). Compensation may vary based on individual proficiency, anticipated performance, and location. Equity, comprehensive health benefits, and other perks are also included in the total rewards package.