CaptivateIQ is looking for our next Account Development Representative (ADR), Customer Accounts. In this role, you’ll focus on engaging and developing relationships within existing customer accounts to drive expansion opportunities, increase product adoption, and support long-term customer value.
You will partner closely with Customer Success and Sales to identify whitespace, run strategic outreach, surface new use cases, and help create qualified expansion opportunities. We’ll teach you the hard skills to research, map accounts, run thoughtful multi-threaded outreach, objection-handle, and qualify expansion interest, preparing you for a future in a full-sales-cycle or account management role.
This role is ideal for ambitious, disciplined, and coachable individuals who are excited by the art and science of proactive customer growth.
Responsibilities
- Acquire in-depth knowledge of your prospects (contacts & their companies) through research that will inform your outreach strategy with relevance and story-telling
- Generate a qualified pipeline creatively to break into target accounts with cold calling, personalized emailing, and LinkedIn prospecting
- Confidently engage with Director to C-Level prospects to uncover relevant pain points and create interest in CaptivateIQ’s platform
- Represent CaptivateIQ both culturally and as a subject matter expert by clearly articulating our value proposition and differentiators
Requirements
1+ years of SDR/BDR/ADR or customer-facing sales experience, ideally working with B2B SaaS customers.
Bachelor’s Degree with strong academic performance and/or demonstrated leadership, or equivalent practical experience.
Business Acumen (awareness of customer business drivers, ability to connect value to outcomes).
Time Management (prioritization and organization across multiple customer accounts and stakeholders).
Sales Acumen (strong discovery, research, and prospecting skills, especially within existing accounts).
Experience with Salesforce CRM (or equivalent) preferred.
Emotional Intelligence (professionalism, humility, coachability, and growth mindset).
Ambition, competitive spirit, grit, tenacity, and resilience in a fast-paced environment.
Intellectual Intelligence (analytical, adaptive, prepared, comfortable managing up and collaborating cross-functionally).
Strong verbal and written communication skills and the ability to collaborate effectively with Sales, Customer Success, Marketing, and Operations.
Bias Towards Action (act with speed, start now).
Operate with Clarity (seek to understand, meet goals).
Be an Owner (do what’s right, stay curious).
Deliver Impact (don’t settle, innovate to solve problems).
Lead with Empathy (work together, assume positive intent).
Nice to Have
Experience working with or selling into teams like Sales Operations, Revenue Operations, or Finance.
Familiarity with sales tools such as Salesforce, Outreach, Nooks, LinkedIn Sales Navigator a plus
Knowledge of Excel or sales compensation tools and concepts is a plus.
Benefits
- Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
Notice for Prospective Candidates
- Only emails from @captivateiq.com should be trusted.
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
Skills Required
- 1+ years of SDR/BDR/ADR or customer-facing sales experience in B2B SaaS
- Bachelor's Degree or equivalent practical experience
What We Do
CaptivateIQ is on a journey to modernize the world of incentive compensation. Our hope is that people will feel more connected at work if there is greater transparency in how they are rewarded for their efforts. 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 robust, flexible commission management platform that enables sales, finance, and operations teams to sync their data, design any plan, and build workflows that work best for their organization.
Why Work With Us
CaptivateIQ Values: - Empowerment - Collaboration - Transparency - Delight
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