Director of Enterprise Sales

CaptivateIQ • Nashville, TN

9h • $350,000 - $400,000 • Hybrid

About The Position

As our Director of Enterprise Sales, you will own CaptivateIQ’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 CaptivateIQ 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.

Requirements

• Enterprise Sales Leadership: 5+ 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 in managing six-figure deal cycles involving complex stakeholder groups, formal RFPs, and rigorous Procurement/IT evaluations (preferably with technical or financial products).
• Operational Rigor: Expert-level command of disciplined, metrics-driven sales engines; highly proficient in pipeline creation, qualification methodologies (e.g., MEDDIC), forecast hygiene, and coaching AEs through "enterprise-class" execution.
• Scaling & Team Building: Proven track record of scaling an enterprise segment, including defining territory/coverage models and a demonstrated ability to recruit, onboard, and develop top-tier Enterprise Account Executives.
• Domain & Market Expertise: Deep understanding of the ICM/SPM landscape, RevTech, or adjacent financial systems; ability to credibly position a modern solution against legacy platforms (e.g., Xactly, Varicent) or complex manual processes.
• Value-Based Selling: Highly fluent in ROI-based selling and business case development, focusing on operational efficiency, risk/compliance, and the strategic revenue impact of incentive compensation.
• Technical & Security Literacy: Strong grasp of enterprise-grade requirements including security/compliance (SOC, SOX), governance, third-party integrations, and complex change management.
• Executive Presence & Influence: Exceptional ability to partner with C-level stakeholders externally and influence internal Product and Engineering leaders to align roadmaps with enterprise market needs.
• Ecosystem Strategy: Prior experience leveraging Global Systems Integrators (GSIs), referral partners, and broader software ecosystems to accelerate deal cycles and expand market reach.

Responsibilities

• 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.

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)
• Annual stipends for professional development and caretaking
• (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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 251-500 employees