Account Director

About the Role: Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. The second AD hire reflects growing conviction in the model and an expanding enterprise book of business that warrants dedicated capacity. This hire is not a repeat of the first — we are raising the bar for enterprise pedigree and self-sufficiency. We are specifically looking for someone who arrives with an established enterprise playbook and can contribute immediately to building out the function's best practices. The vision for the role is to establish a world‑class enterprise expansion function, with ADs who collectively own the growth motion across CaptivateIQ's highest‑potential accounts, operate with deep account planning discipline, self‑generate pipeline through proactive multi‑threading, run structured cross‑sell plays for Sales Planning and Catalyst AI, and help build the company's enterprise expansion playbooks for the long term. ADs now operate as part of a coordinated motion that includes a BDR and an AI SDR — the new hire must be able to lead and leverage this team structure from day one, not just execute independently. Requirements 8+ years total experience in Account Management or Sales within a SaaS or technology company. Farming vs. Hunting — looking for a farmer vs. a pure hunter. 3+ years specifically in enterprise customer‑facing roles (expansion, upsell, cross‑sell, or strategic account management), enterprise defined as organizations with 2,000+ employees. Must have direct, sustained enterprise segment experience — not tangential or incidental enterprise exposure within a mid‑market motion. Demonstrated understanding of enterprise account complexity: regional, subsidiary, and business unit dynamics; navigating and expanding across multiple distinct stakeholder groups simultaneously. Strong track record of self‑prospecting within customer accounts — proactively mapping and engaging stakeholders who do not already exist in CRM/account maps; does not rely on CSMs or primary relationship holders to make introductions or pave the way. Skilled at multi‑threading across procurement, legal, IT, and executive stakeholders — has navigated complex buying processes with multiple approval layers. Deep enterprise account planning experience: research, opportunity mapping, risk tracking, time/effort prioritization, executive relationship development, regional event creation, willingness to travel regularly to establish and cultivate new stakeholder relationships. Arrives with an established enterprise expansion playbook — knows how to structure territory plans, account plans, and expansion plays without waiting for leadership to define the motion for them. Demonstrated ability to execute multi‑product cross‑sell — experience expanding beyond an initial product footprint into adjacent products (e.g., selling a second module, product line, or use case into an existing account). Demonstrated ability to be both a strong self‑starter AND a genuine team partner — can drive progress independently while reading and amplifying signals from CSMs and other account team members. Comfortable managing and directing a BDR resource: setting shared target lists, reviewing outreach, and holding a weekly working rhythm without micromanaging. Nice to Haves Experience with incentive compensation management (ICM) or adjacent Sales Performance Management (SPM) tools. Familiarity with ChurnZero or similar CS platforms for account intelligence. Experience with MEDDIC, MEDDPICC, or other structured enterprise sales methodologies. Experience selling into Finance, RevOps or Sales buyers/personas. Experience selling or cross‑selling a Sales Planning or territory planning product. Familiarity with data/utilization reporting tools (e.g., Metabase, ScratchPad) for signal‑based prospecting. Familiarity with SFDC, Slack, and Claude. 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). One time work from home stipend & annual stipends for professional development and caretaking. Virtual team lunches to keep you connected. (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. CaptivateIQ participates in E‑Verify, a web‑based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States. 210,000 - 230,000 USD a year. The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $210,000-$230,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE is just one component of CaptivateIQ's competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits. #J-18808-Ljbffr Cerebras