CaptivateIQ

What we’d expect selling here to look like

CaptivateIQ sells custom-priced commission and sales planning software to companies that run variable pay for their sellers, with pricing tied to the number of payees, plan complexity, modules and integrations. That implies a consultative, multi-stakeholder enterprise sale to sales operations, revenue operations, compensation and finance teams, usually replacing spreadsheets or a legacy tool, with security review and data integration in scope.

What it builds, by career stage

Breaking in

For SDRs, BDRs and those aiming for a first SDR role, it builds fluency in how sales organisations plan quotas, territories and incentives, and day to day the work would likely mean reaching RevOps, sales ops and compensation leaders who manage commissions in spreadsheets or older systems.

Building

For account executives, account managers and those working toward those titles, it means running evaluations where compensation plan logic, CRM and payroll integrations and implementation scope are tested in demos and scenario models before a deal closes.

Leading

For sales managers, directors and heads of sales, it means leading a team that sells to finance and revenue operations buyers, where deals turn on accuracy, auditability and security as much as on features.

Where it can take you

The experience transfers to other revenue operations, finance and HR software sales, in roles such as enterprise account executive at a sales performance management, CPQ, revenue intelligence or HR tech vendor, solutions consultant, or RevOps and sales compensation analyst roles.

Questions worth asking

Considering a sales role at CaptivateIQ? Ask these in your interview.

1. When a prospect is moving off spreadsheets versus replacing a legacy commission tool, how does the sales process differ?
2. Who usually signs off on a deal: sales operations, finance or compensation, and how does the team handle that buying group?
3. How do implementation timelines and integrations with CRM and payroll systems come up during the sale?