Mid-Market Account Executive

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.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

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.

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

Nice to Have:

• Experience selling to sales, finance, or commission leaders.

• Proficiency with Salesforce, Gong, Outreach, or similar tools.

• Background as a Business Development Representative (BDR).

• Experience partnering closely with Solutions Engineers (SE) in the sales process.

• EST-based preferred

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.

$185,000 - $220,000 a year

The OTE range represents the minimum and maximum of the OTE range for this position. 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, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

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