CaptivateIQ

Solutions Engineer

• Portfolio Leadership: Own a portfolio of SI and consulting partners, acting as the primary point of contact for delivery success and conducting regular business reviews to drive performance.
• Technical Advisory: Act as the lead architectural advisor for partners on data modeling, incentive compensation logic, and financial reporting to ensure designs are scalable.
• Quality Governance: Enforce the CaptivateIQ Standard of Excellence by reviewing complex partner designs and utilizing Solution Check Points to ensure high-quality go-lives.
• Strategic Orchestration: Coordinate between partners and internal Solution Architects, Product, and Integrations teams to resolve technical hurdles and drive complex engagements.
• Escalation & Resolution: Serve as the lead escalation point for partner-led implementations, triaging technical issues and balancing customer expectations with CIQ compliance standards.
• Continuous Improvement: Capture feedback and systemic issues from the field to influence product and enablement roadmaps while documenting scalable co-delivery playbooks.
• Performance Analytics: Define and maintain partner scorecards - tracking delivery quality, CSAT, and risk signals - to integrate partner success into the broader organizational strategy.

Partner Success Manager – Solutions Architect

Account Manager

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions.
• Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform.
• Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments.
• Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers.
• Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers).
• Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation.
• Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations.
• Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps.
• Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem.
• Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders.
• Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics.
• Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations.
• Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals.
• Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props).
• Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI.
• Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable.
• Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.

Director, Technology Partnerships

• Support the Sales team with technical proof in sales cycles. This includes running discovery sessions, leading product demonstrations, and collaborating on deal strategy
• Tailor demonstrations to convey value to prospective customers. This includes configuring demo accounts to show how we support complex commissions plans & data structures.
• Identify opportunities for the platform’s next features and collaborate with Product/Engineering to develop these features
• Build great relationships and trust with prospects and customers by providing industry thought leadership and expertise
• Work cross-functionally with other parts of the organization to drive process improvement and customer satisfaction.
• Lead by example. Mentor team members and share best practices consistently to uplevel the whole team.

Senior Solutions Engineer – Enterprise

Product Manager

• Own the long-term vision and strategy for Identity, Access Management, and Compliance across the CaptivateIQ platform
• Translate company, customer, and regulatory needs into a clear, prioritized product roadmap
• Anticipate future scale, enterprise, and ecosystem requirements, and incorporate them into long-term platform investments
• Serve as the voice of the customer by deeply understanding customer needs and ensuring those insights are broadly understood across the organization
• Translate customer needs into clear investment areas and high-impact deliverables with measurable business outcomes
• Proactively identify platform gaps that could introduce risk or limit enterprise adoption
• Advocate for platform consistency, reuse, and developer experience; empower CIQ to more efficiently build multiple products and lines of businesses.
• Improve internal product surfaces, APIs, and tooling that other teams build upon
• Set standards and best practices for platform product management across the org
• Lead discovery, definition, and delivery of platform capabilities in partnership with Engineering and Design
• Write clear product requirements that balance security, usability, and extensibility
• Make principled tradeoffs between short-term needs and long-term platform health
• Ensure high-quality delivery through strong backlog management, sequencing, and scope ownership
• Act as a trusted partner to Engineering, influencing technical direction while respecting architectural ownership
• Collaborate with Customer Success, Sales, and Support to understand customer needs and unblock enterprise deals
• Influence without authority by driving clarity, alignment, and decision-making across teams

Senior Product Manager

Engineering Manager

• Lead, inspire, and grow multiple distributed software engineering teams, fostering a culture of high trust and psychological safety.
• Develop engineering talent across all levels—from junior to staff—through coaching, mentorship, performance management, and team-wide programs that promote delegation and cross-organizational growth
• Own the end-to-end delivery and operational excellence of your teams' portfolio, ensuring critical user-facing systems meet user needs and are reliable and secure at scale.
• Partner with Product, Design, and other cross-functional leaders to set a clear vision, prioritize roadmaps, and align a long-term strategy that optimizes for the entire organization.
• Provide technical leadership and direction by setting architectural guardrails and guiding major technical decisions without being a direct code contributor.
• Establish and uphold rigorous engineering standards, including SLAs/SLOs, security best practices, AI usage and QA processes to accelerate delivery and improve product health.
• Champion inclusive, async-first practices to ensure your teams, distributed across an ~9-hour time zone spread, can collaborate effectively.

Senior Engineering Manager

Product Designer

• Define and drive the design vision for a major product area, aligning closely with Product and Engineering leadership
• Lead and guide design across multiple teams, reviewing and approving work, and setting the bar for craft, systems thinking, and execution
• Identify and lead the most complex, high-impact initiatives across the product and organization, shaping new problems and opportunities that drive customer and business impact
• Design and evolve foundational systems, architectures, and reusable patterns, championing platform and systems thinking to ensure cohesion and quality
• Act as a force multiplier by mentoring designers and helping teams raise their execution bar over time
• Co-lead with senior Product and Engineering leaders to influence product strategy and prioritization
• Improve how teams work together, proactively identifying gaps in execution, collaboration, or quality and helping teams course-correct
• Stay current on industry trends and emerging technologies (including AI), using that insight to raise the bar for CaptivateIQ’s product experiences
• Communicate clearly at the org and company level, including writing crisp documents that articulate vision, direction, and tradeoffs

Principal Product Designer

Sales

• 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.

Director of Enterprise Sales

Customer Success Manager

• Build and execute multi-quarter success plans that directly link platform use cases and adoption milestones to measurable, quantifiable value for the customer.
• Partner with executive stakeholders (C-suite, Finance, RevOps, HR, Sales) to align CaptivateIQ to their strategic initiatives and compensation strategy.
• Lead business reviews and strategic planning sessions that tell a data-driven value story and influence renewal and expansion decisions.
• Proactively manage and mitigate churn risk, surfacing solutions and driving alignment across internal teams (Product, Engineering, and Services), external stakeholders, and leadership levels.
• Develop multi-threaded relationships across global and cross-functional customer teams - from compensation admins to CROs and CFOs.
• Serve as a trusted advisor who can bridge business and technical discussions, guiding customers through complex workflows and integrations.
• Develop a deep understanding of CaptivateIQ’s platform to advise on best practices and guide customers through complex scenarios.
• Build domain expertise in incentive compensation and sales performance management, developing a point of view to act as a true strategic partner to customers.
• Partner with Product and Engineering to advocate for customer needs through structured voice-of-customer insights.
• Own full accountability for customer retention, expansion, and forecast accuracy within your portfolio, balancing customer advocacy with business objectives.
• Negotiate and influence renewals and upsells that balance customer advocacy with business objectives.
• Collaborate with Account Directors and leadership on renewal and expansion strategy, building business cases that link customer value to commercial impact.

Senior Customer Success Manager, Enterprise

Full-stack Engineer

• Build 0→1 products: Create new services, features, and user experiences from scratch — often starting with rough prototypes and evolving them into scalable, production-ready systems.
• Work through ambiguity: Take loosely defined, abstract problem spaces and transform them into clear technical and architectural approaches.
• Partner deeply with product & design: Participate in customer discovery, sketch solutions, propose alternatives, challenge assumptions, and help define what valuable and delightful looks like.
• Experiment rapidly: Build POCs, run technical spikes, validate ideas quickly, and iterate based on real customer feedback.
• Influence product direction: Bring an engineering-driven perspective to what we build, how we build it, and what tradeoffs are worth making at early stages.
• Design and build scalable systems once we validate the direction, balancing speed with long-term maintainability.
• Raise the technical bar: Contribute to architectural discussions, coding standards, best practices, and mentoring other engineers.
• Own quality end-to-end: From early prototypes to robust production code, you care deeply about reliability, performance, and customer experience.

Senior Software Engineer, Full Stack

AI Engineer

• Lead early-phase AI systems: Design and build AI-first user experiences from the ground up, pairing rapid experimentation with strong measurement loops to evaluate performance, relevance, safety, and cost in production.
• Influence product direction: Bring an engineering-driven perspective to what we build, how we build it, and which tradeoffs are worth making at early stages—charting a multi-step path that turns quick wins into durable, scalable capabilities.
• Design and build scalable AI systems: Once direction is validated, evolve prototypes into reliable, maintainable, and observable production systems, balancing iteration speed with long-term platform health.
• Build AI-powered product experiences: Develop AI-assisted modeling and authoring workflows to accelerate plan design, data mapping, and explanation for customers.
• Deliver retrieval-augmented insights: Implement contextual help, explainers, and policy Q&A grounded in customer data and system metadata using robust retrieval-augmented generation patterns.
• Own guardrails and evaluation: Design and implement evaluation and safety primitives—including offline and online evals, telemetry, human-in-the-loop workflows, safety filters, and red-teaming—to ensure trustworthy AI behavior.
• Create reusable AI platform components: Build shared infrastructure for prompt orchestration, hybrid retrieval, caching, tracing, evaluation, and cost/performance controls that enable teams to ship AI features safely and efficiently.
• Raise the technical bar: Contribute to architecture, coding standards, testing strategy, and mentoring; promote best practices across AI systems, platform design, and production readiness.

Senior Software Engineer – AI Platform & Experiences

DevOps Engineer

• SRE team responsibilities vary based on the needs of our internal customers and the skills available in the team. Below is a list of general responsibilities that all SRE team members should be expected to fulfill:
• Learn by reading and writing designs, documentation, runbooks, and industry literature
• Partner with development teams to design and implement reliable and resilient services
• Build infrastructure automation that’s easy to use by other teams
• Develop observability processes, reports, and tooling to diagnose performance and stability issues
• Eliminate toil by automating manual processes
• Ensure we exceed our compliance and security commitments
• Act in an ethical and professional manner

Senior Site Reliability Engineer

Business Development Rep

• You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for our Sales team.
• Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
• Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of active coaching: role-plays, live call training, and more
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
• Build strong relationships with leadership across departments and define paths to optimize your team’s performance
• Take an ownership stake in hiring and onboarding of additional BDRs
• Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives - be a true owner of your business unit
• Analyze Outreach cadences and Salesforce reports with an eye toward continual improvement and up-to-date messaging, by buyer persona and by industry
• Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work to be fully productive