Account Executive - Enterprise

About the role

This position involves generating new business within large organizations, managing the entire sales process from initial contact to closing deals worth over $250,000. You will play a key role in expanding our enterprise sales division.

Key facts

What you'll do

• Guide the complete sales journey for enterprise clients, from identifying prospects to finalizing agreements.
• Create and implement strategic account plans that address client needs and business objectives.
• Conduct product demonstrations independently, clearly explaining how our solution meets stakeholder requirements.
• Develop a thorough understanding of the CaptivateIQ platform and its application to complex business challenges.
• Work with solutions engineering, product, marketing, customer success, and business development representatives to advance sales opportunities.
• Maintain an accurate sales pipeline and forecast deal progress effectively.
• Adapt sales strategies based on customer input, competitive intelligence, and market shifts.
• Contribute to the creation of our sales framework and go-to-market strategies as the team grows.

Requirements

• A minimum of 8 years in SaaS sales, with 4 to 5 years focused on closing new enterprise accounts.
• A history of exceeding sales targets and successfully closing multi-party deals valued at $250,000 or more.
• Ability to independently present product demonstrations, articulating both technical features and business value.
• Familiarity with sales methodologies such as MEDDPPICC or Challenger.
• A proactive approach with a strong sense of ownership, accountability, and a drive for continuous improvement.
• Strong skills in communication, conducting discovery, and managing relationships with various stakeholders.

Nice to have

• Experience selling to finance and operations leaders, including CFOs, RevOps, and finance departments.
• Knowledge of compensation, planning, analytics, or related SaaS fields.
• Familiarity with sales technology like Salesforce, Gong, and Outreach.

Skills & tools

• SaaS sales
• Enterprise sales
• Pipeline management
• Forecasting
• Product demonstration
• MEDDPPICC or Challenger sales methodology
• Salesforce
• Gong
• Outreach

Practical notes

• CaptivateIQ participates in E-Verify.
• For US-based employees, medical, dental, and vision insurance are fully covered, with 75% coverage for dependents.
• Benefits include flexible paid time off, quarterly mental health days, a one-time anniversary bonus, annual stipends for professional development and caretaking, and a 401k plan.
• Employees receive new Apple devices.
• Employee Resource Groups are available.
• Be aware of potential recruitment scams; only trust communications from @captivateiq.com. CaptivateIQ will not use free email accounts for communication, make offers without multiple interviews via secure video conferencing, ask candidates to cash checks, request payment for consideration, or ask for sensitive personal information before a background check is initiated after an offer.