Director of Sales - Enterprise

Captivate

IQ 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.

As our Director of Enterprise Sales, you will own Captivate

IQ’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 Captivate

IQ 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.

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

• 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.

• 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…