Senior Manager, Mid-Market Sales

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 our Senior Manager of Sales, you will lead a team of high-performing Account Executives to consistently achieve and exceed sales targets. Your focus will be on coaching, mentoring, and optimizing team performance while refining our sales processes and driving pipeline growth.

The ideal candidate has experience managing Account Executives in a high-paced B2B SaaS environment and thrives in cross-functional collaboration. You will play a key role in tactical execution—working directly with the team to navigate complex deals, improve playbooks, and ensure accurate forecasting.

If you are passionate about developing sales talent, optimizing processes, and delivering results in a dynamic, fast-paced environment, we want to hear from you!

Responsibilities:

• Lead, coach, and mentor a team of Account Executives to meet and exceed individual and team sales quotas.

• Refine and implement effective, repeatable sales processes and playbooks to optimize team performance.

• Assist in navigating complex sales cycles, including late-stage negotiations and contract discussions.

• Collaborate cross-functionally with Solutions Engineers, Business Development, Customer Success, Marketing, and Sales Enablement teams to support pipeline growth and customer success.

• Drive best practices for pipeline creation, sales forecasting accuracy, and Salesforce hygiene.

• Support the hiring and onboarding of new Account Executives to build a highly engaged, top-performing team.

• Develop a deep understanding of CaptivateIQ's solutions, market positioning, and customer pain points to guide the team effectively.

• Monitor key sales metrics and provide actionable feedback to drive team accountability and success.

Requirements:

• 3+ years of B2B SaaS sales experience, including closing complex deals with a track record of high performance.

• 2+ years of experience managing or coaching sales teams in a SaaS environment.

• Demonstrated ability to deliver sales demos and navigate negotiations with executive-level stakeholders.

• Experience working cross-functionally with teams such as Product, Customer Success, and Marketing.

• Strong analytical skills with the ability to forecast sales and optimize team performance.

• Passion for mentoring sales talent and cultivating a high-energy, results-driven team culture.

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)

• One time work from home stipend & annual stipends for professional development and caretaking 

• Virtual team lunches to keep you connected

• (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.

$266,000 - $320,000 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.