We’re on a mission to bring transparency and joy to commissions management. Commissions incentivize behavior that drives revenue. But most companies still rely on spreadsheets or legacy software providers to manage commissions, and this often results in errors, lost time, and frustrated reps and admins alike.
We believe that getting paid should be fun and that work should be a breeze for compensation plan administrators. That’s why we’ve created a scalable, flexible, no-code solution that enables finance and operations teams to model, automate, and optimize performance incentives.
Twenty of the Forbes’ Cloud 100 including leading brands like Amplitude, Gong, and Hopin use CaptivateIQ to power their incentive compensation programs. We have over $63M in funding from Sequoia, Accel, Y Combinator, Amity Ventures, GTMFund, S28 Capital, and other top investors. We’ve grown over 3x by all measures in the past year including revenue, customers, and employees and we’re searching for more great folks such as yourself to help us transform the world of incentive compensation.
We’re proud of our 5.0 rating on Glassdoor. Our remote team comes from diverse backgrounds and experiences which helps us better serve our customers and each other. People are at the heart of our open and inclusive organization, and we bring transparency, humility, and respect to everything that we do.
About the role: As a Sales Manager, you will be responsible for managing, coaching, and growing a team of high-performing Account Executives. Your goal is to grow our new business by turning CaptivateIQ’s prospective users into long-term, happy customers.
The ideal candidate will have prior experience leading and scaling a team of Account Executives in a high-paced environment, while effectively working cross-functionally across multiple departments. Your main objective will be to drive strong sales performance to exceed our company targets while building a world-class sales culture. Critical to success in this role is the ability to quickly learn complex technologies, develop a team, and build new playbooks and processes.
If you get excited about leading an incredible team of Account Executives, recruiting top sales talent, and actively developing the foundation of our sales processes in a scrappy, startup environment, we want to hear from you! Responsibilities:
- Hire, coach, and lead a highly engaged, high-performing Account Executive team to exceed quota.
- Develop and implement effective, repeatable processes and playbooks for your team.
- Engage in complex sales situations and late-stage customer negotiations with your sales team.
- Partner with a robust cross-functional team, including Solutions Engineers, Business Development Customer Success, Marketing, Sales Enablement, and Product teams
- Experience negotiating and navigating contracts and legal discussions.
- Establish and implement best practices for maximizing pipeline creation, forecasting accuracy, and Salesforce hygiene.
- Develop an understanding of the current market landscape and our competitive strategy
- Acquire in-depth knowledge of our prospective customers' specific pain points and how they are addressed by the CaptivateIQ platform
Requirements:
- 2-5 years of B2B SaaS sales closing experience, preferably selling a technical product, with a track record of top performance.
- 1-4 years of sales management in SaaS with a strong track record of driving results and developing a team of Account Executives
- Experience with Excel
- Strong presentation and communication skills in person, via email, and on the phone
- Experience pitching and delivering sales demos to executives
- Experience negotiating and navigating contracts and legal discussions
- Aptitude in working cross-functionally with product, support, marketing, and other functions
- Ability to work independently in a fast-paced startup environment
- Proficiency with Salesforce
Nice to Have:
- Past experience in any of the following capacities: Finance, Consulting, and Commissions
- Proficiency with popular CRMs (e.g. Salesforce), ERPs (e.g. Netsuite), and/or billing systems (e.g. Zuora)
- Experience with SQL
Benefits:
- (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
- Unlimited vacation days and quarterly mental health days so you can recharge
- $1,000 to explore your dream destination on your work anniversary
- $500 annual professional development stipend to continue growing and learning
- $500 home office stipend to decorate your home office
- $1,000 caretaker stipend to make sure our parent colleagues are being supported
- Virtual team lunches to keep you connected
- (US-ONLY) 401k plan to participate in and save towards the future
- Newest hardware and tools f