EPM Strategy & GTM Lead

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 enterprise performance management 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.

The EPM SME is a strategic individual contributor and Captivate

IQ’s internal authority on Enterprise Performance Management (EPM), specifically financial budgeting. This role combines deep, hands‑on execution with strategic influence. You’ll work closely with senior leaders across Sales, Customer Success, Marketing, and Product to shape CIQ’s EPM strategy, while remaining highly operational—owning customer engagements, GTM enablement, and real‑world feedback that directly informs product direction and market positioning.

• Serve as the EPM subject matter expert in live sales cycles, including demos and executive conversations.
• Build and continuously refine demo flows, scripts, and narratives specific to budgeting and forecasting use cases.
• Develop GTM playbooks, messaging, and enablement materials grounded in real customer needs and outcomes.
• Partner with Sales and GTM leadership to inform EPM strategy, pricing/packaging feedback, and market segmentation—without owning formal management responsibilities.

• Lead complex EPM implementations, ensuring customers successfully operationalize budgeting and forecasting workflows.
• Act as a trusted advisor throughout the customer lifecycle, offering practical guidance on model design, forecasting methodologies, and operational best practices.
• Troubleshoot advanced use cases and unblock customers through hands‑on configuration and problem solving.
• Create scalable resources including implementation guides, tutorials, and internal enablement materials.
• Own and maintain EPM‑related internal documentation and knowledge center content.

• Work closely with EPD as a hands‑on expert, translating customer realities into actionable product insights.
• Advocate for enhancements in budgeting logic, forecasting accuracy, integrations, automation, and scalability.
• Provide structured, evidence‑based feedback to influence roadmap decisions, grounded in direct customer experience.

• Create thought leadership content (blogs, webinars, white papers) rooted in hands‑on EPM experience.
• Partner with Marketing to ensure EPM messaging reflects real customer value and practical outcomes.
• Support customer stories, solution briefs, and event content as a visible EPM practitioner and expert.

• Monitor EPM and FP&A market trends and competitive solutions, translating insights into concrete recommendations.
• Help leadership stay close to customer reality by surfacing risks, opportunities, and emerging use cases.

• 7–12+ years of hands‑on FP&A experience, ideally in high‑growth B2B SaaS or similarly complex environments.
• Proven ownership of end‑to‑end budgeting and forecasting processes, including:
• Annual Operating Plans (AOP)
• Rolling forecasts
• Scenario planning and sensitivity analysis
• Headcount and expense planning
• Direct, hands‑on experience implementing or operating EPM / FP&A platforms, such as:
  Anaplan, Pigment, Adaptive Planning, Oracle EPM, Planful, etc.
• Experience integrating EPM tools with source systems (CRM, HRIS, ERP).
• Comfort working with complex models, data structures, and forecasting logic—not just configuring UI‑level features.
• Ability to articulate complex budgeting and forecasting concepts clearly to both finance and non‑finance audiences, including executive stakeholders.
• Demonstrated success as a senior individual contributor, influencing outcomes without formal…