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Empowering revenue teams with the modern engine for commission management
The Role
Define and execute a scalable GTM enablement strategy to accelerate ramp, drive adoption, and improve revenue outcomes. Own onboarding, launch readiness, continuous learning, measurement, and field engagement while partnering cross-functionally with Product, Product Marketing, Sales, CSM, and RevOps.
Summary Generated by Built In
CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
As CaptivateIQ scales its products, personas, and go-to-market motions, we are looking for a leader to define and execute an enablement strategy that drives consistent, effective go-to-market execution across our revenue organization. This role will partner closely with GTM teams, product, product marketing, and operations to translate product, messaging, and competitive positioning into a cohesive, scalable enablement operating model.
While this is a Director-level role in scope and impact, requiring strong strategic thinking, cross-functional influence, and full ownership of enablement strategy and roadmap, note that it is a high-powered individual contributor role: success comes from hands-on ownership, system-building, and execution. By owning onboarding, launch readiness, continuous learning, and measurement, this role ensures our GTM teams have the knowledge, tools, and frameworks they need to succeed -accelerating ramp, driving adoption, and improving execution quality and revenue outcomes across motions
Responsibilities
- Strategy & Ownership: Serve as the central owner accountable for adoption, consistency, and effectiveness of GTM execution.
- Field Alignment: Coordinate across sales and CSM leadership teams to set and own the end-to-end GTM enablement strategy, calendar, and measurement.
- MonitoringImpact: Define and measure success metrics tied to ramp time, productivity, pipeline impact, win rate, and messaging adoption.
- Product Marketing Partnership: Build monthly and quarterly plans aligned to the narrative and product roadmap, focusing on positioning and competitive differentiation.
- Onboarding & Readiness: Lead cross-functional launch readiness for major updates and design onboarding programs that reduce ramp time across roles.
- Continuous Enablement: Assess program effectiveness through data and tools like Gong, delivering "booster shots" to address immediate opportunities.
- Field Engagement: Serve as a rallying cry for the sales team, bringing creativity to sessions that field teams can’t wait to attend.
Requirements
- B2B SaaS Enablement Expertise: 10+ years of experience building and scaling go-to-market enablement within high-growth enterprise B2B SaaS organizations, with a proven track record of driving measurable behavior change in the field.
- Prior Field Experience: Background as a successful seller or customer-facing value driver (e.g., AE, SE, or CSM) who has successfully carried a quota or owned customer outcomes.
- Strategic Activation: Proven ability to translate product strategy, messaging, and competitive positioning into high-impact, measurable enablement outcomes tied to productivity and adoption.
- Cross-functional Influence: Strong cross-functional leadership skills with the ability to align and drive execution across Product, Product Marketing, Sales, Customer Success, and Revenue Operations.
- Complex Program Management: Demonstrated experience managing multi-functional enablement priorities, calendars, and stakeholders in fast-moving environments.
- Exceptional Storytelling: High-level coaching and presentation skills, with the ability to engage, influence, and motivate GTM teams at scale.
- Data & AI Driven: Outcomes-obsessed owner who uses qualitative and quantitative signals to monitor effectiveness; excitement for leveraging AI-powered tools to enhance strategy and reinforcement.
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.
We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States
Skills Required
- 10+ years building and scaling go-to-market enablement in high-growth enterprise B2B SaaS
- Prior field experience as an AE, SE, or CSM with quota or owned customer outcomes
- Proven ability to translate product strategy, messaging, and competitive positioning into measurable enablement outcomes
- Demonstrated cross-functional leadership across Product, Product Marketing, Sales, Customer Success, and Revenue Operations
- Experience managing complex, multi-functional enablement programs and calendars in fast-moving environments
- High-level coaching, presentation, and field engagement skills to influence GTM teams at scale
- Data-driven mindset with experience using qualitative and quantitative signals and familiarity with AI-powered enablement tools
- Must reside near Austin, TX; Menlo Park, CA; or be located in Raleigh, NC; Nashville, TN; or Toronto, Canada (per location requirements)
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The Company
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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