CaptivateIQ

Chief Marketing Officer

• Team leadership: Lead, develop, and mentor a high-performing team of product marketing ICs. Set the standard for positioning and messaging craft, and make the team more effective than its members would be alone. Own how product marketing work gets prioritized across a multi-product portfolio.
• Positioning and narrative ownership: Own and evolve CaptivateIQ's positioning, messaging, and portfolio narrative as we launch new products and expand into broader categories. Ensure the connected suite tells one coherent story rather than a set of separate ones. Set the messaging standard the team executes against, and stay close enough to shape the highest-stakes narratives yourself.
• Customer and competitive research engine: Build a durable voice-of-customer and competitive intelligence engine, spanning ongoing buyer discovery and structured primary research (win/loss, surveys, segmentation), that informs positioning, sales strategy, and product roadmap decisions. Own the system, not just the individual studies.
• Roadmap influence: Own the customer-and-market feedback loop into Product. Ensure the signal your team gathers becomes structured, prioritized input that shapes what gets built and why, and build the cadence with Product and EPD that makes that loop repeatable rather than ad hoc.
• Analyst relations and external credibility: Build CaptivateIQ's external credibility through analyst relations, review sites, and other validation channels, shaping how the market perceives our category leadership.
• Executive storytelling: Support executive-level storytelling for customers, analysts, and key external audiences, translating our strategy into narratives that land with senior stakeholders.
• GTM alignment: Partner cross-functionally with Product, Sales, Customer Success, RevOps, and the broader Marketing group to ensure tight alignment and a consistent story from product ideation through launch and beyond. Enablement and field execution sit within the marketing group; you ensure launches reflect the positioning and customer insight your team owns.

Director, Product Marketing

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.

Strategic Technology Partnerships Manager

Product Marketing

• Own the direct line between customers and Product Management. Combine ongoing discovery with RevOps and Finance buyers and structured primary research (win/loss, surveys, segmentation) to understand how customers actually use our platform, where positioning misses, and what gaps exist in our product narrative. Synthesize patterns into structured feedback you bring upstream to Product, influencing what gets built and why.
• Develop and maintain messaging that reflects what customers actually care about, not what we assume they should. Pressure-test claims against competitive positioning and customer feedback in real time.
• Translate learnings from the competitive landscape into strategic insights for Product, Sales, and Customer Success.
• Partner with the GTM team to activate positioning in market, from sales narratives through product launches. You ensure launches reflect the positioning and customer feedback you have shaped, and you partner with GTM on enablement rather than owning it.
• Serve as the internal evangelist for the voice of the customer, and an expert on CaptivateIQ and the category to our prospects and customers.
• Work across Product, Sales, CS, and RevOps to align on priorities and ensure a consistent story from product ideation through launch and beyond.

Senior Product Marketing Manager

Marketing

• Build and own CaptivateIQ’s customer advocacy, community, and voice-of-customer programs.
• Run a proactive case study and reference program.
• Structure how customer insight gets activated internally.
• Build a systematic marketing motion into the customer install base.
• Report to the Senior Director of Product & Corporate Marketing, with strong working relationships across Customer Success and Demand Gen.

Senior Customer Marketing Manager

Financial Planning and Analysis

• Serve as the dedicated finance partner to GTM leadership (Sales, Marketing, Customer Success), providing data-driven guidance on investments, resource allocation, and strategic trade-offs.
• Translate complex financial models and SaaS operating metrics into clear narratives and recommendations for VP- and C-level stakeholders.
• Proactively surface risks, opportunities, and efficiency improvements across the GTM organization.
• Assist in the annual operating plan (AOP), rolling forecasts, and long-range planning for all GTM functions.
• Build and maintain the topline capacity model and net new ARR forecast, including headcount, quota coverage, ramp assumptions, and pipeline inputs.
• Partner with Ops teams to align financial models with CRM data and GTM operating rhythms.
• Deliver monthly and quarterly variance analysis with crisp commentary for leadership and board-level reporting.
• Assist in commissions process including calculation, reporting, modeling for GTM teams and leadership compensation plans.
• Partner with GTM leadership and HR to help design, model, and stress-test new comp plan structures.
• Leverage CaptivateIQ's own platform to drive accuracy, automation, and transparency in commissions reporting — you'll be a power user of the product you help sell.
• Build and track GTM financial frameworks including CAC, LTV, payback period, sales productivity, and revenue efficiency metrics.
• Benchmark performance against SaaS industry peers and surface insights to guide GTM investment decisions.
• Develop ROI models for key GTM initiatives (new segments, headcount investments, marketing programs).
• Drive adoption and optimization of planning tools including Adaptive Insights (Workday Adaptive Planning) and other EPM platforms.
• Champion AI-powered automation to improve forecast accuracy, reduce manual work, and scale finance processes.
• Partner with Finance leadership on systems roadmap and tooling investments.

Strategic Finance Manager, GTM

• Serve as the company's designated Salesforce owner — owning object and field architecture, Flow automation, permission design, data quality, sandbox governance, and release management
• Conduct methodical system audits to identify and resolve accumulated technical debt — investigating field usage, dependencies across automations, code, layouts, and integrations to make informed decisions that improve performance, usability, and long-term maintainability
• Own the planning and execution of legacy automation migration — rationalizing existing automation inventory, consolidating redundant logic, and migrating deprecated frameworks to current Salesforce standards to reduce performance risk and improve debuggability
• Design and maintain role-appropriate user experiences within Salesforce — including page layouts, Lightning configurations, and record views tailored to how Sales and CS teams actually work — and iterate based on ongoing feedback to drive real adoption
• Establish and maintain a mature sandbox and release management practice — including environment refresh cadences, pre-production testing protocols, and proactive preparation for Salesforce's tri-annual release calendar
• Lead data model architecture strategy to support an evolving product and pricing mix — designing scalable object structures that accommodate distinct go-to-market motions across product lines while preserving unified reporting and operational coherence
• Own the administration, configuration, and optimization of our broader GTM technology stack — including Outreach, Gong, LinkedIn Sales Navigator, Clay, ChurnZero, Rocketlane, Ironclad, MonetizeNow, Aligned, UserGems, and others
• Deepen our ChurnZero and Salesforce integration, align platform workflows to our evolving CS motions, and drive incremental improvement in how the tool is configured and used
• Surface and act on opportunities to unlock more value from underutilized tools in the stack
• Set integration governance standards — maintaining a clear picture of which tools connect to Salesforce, how data flows between them, and where sync conflicts or overwrite risks exist
• Evaluate new tools for integration fit before the company commits, using your data model knowledge as a meaningful safeguard
• Apply AI tooling where it creates genuine leverage — including data hygiene, field usage analysis, automation documentation, report building, and data enrichment workflows
• Bring a natural orientation toward process improvement through AI: asking "how can this be done better with AI?" as part of how you approach your work, not as a separate initiative
• Support the broader revenue team's adoption of AI tools, including Claude-based workflows and agentic automations, by helping evaluate options, shape use cases, and model effective usage

Operations Lead – GTM Systems

Recruitment

• Lead a team of 2–5 recruiters, providing coaching, feedback, and career development support
• Own recruiting strategy across GTM, Product, Engineering, and G&A functions in partnership with department heads
• Drive full-cycle recruiting yourself for senior and critical roles; this is a hands-on seat, not just a management role
• Build hiring plans with department heads to translate headcount needs into clear, executable pipelines
• Define and track recruiting metrics (time-to-fill, offer acceptance rate, pipeline health) and use data to continuously improve
• Develop proactive sourcing strategies that reduce reliance on inbound and expand our talent pipelines
• Ensure a consistent, compelling candidate experience from first touchpoint through offer
• Manage relationships with external recruiting partners and agencies when needed
• Contribute to employer brand initiatives and represent our culture authentically to candidates

Senior Manager, Recruiting

Software Engineer

• Develop and execute the engineering strategy for a portfolio of new product initiatives, ensuring alignment with company priorities, customer needs, and long-term platform direction. Help identify new opportunities, shape technical direction, and guide product evolution from incubation through scale, including the thoughtful application of AI to create differentiated customer experiences and workflows.
• Recruit, grow, and inspire high-performing engineering organizations. Develop engineering managers and senior technical leaders while fostering a culture centered around ownership, velocity, innovation, and continuous improvement. Design organizational structures and engineering processes that evolve with product maturity.
• Guide architectural and organizational decisions that balance speed, scalability, reliability, and long-term maintainability. Stay close enough to the work to identify risks, challenge assumptions, and raise the quality bar across the organization.
• Drive alignment, prioritization, and execution across Engineering, Product, Design, and GTM teams. Create clarity in ambiguous environments, make thoughtful tradeoffs, and help teams move quickly while maintaining a high quality bar.

Director of Engineering, New Products

Support Engineer

• Own and resolve complex, high-impact customer cases, serving as the primary escalation point and driving thorough, professional resolutions that often require deep cross-functional coordination.
• Apply advanced technical expertise to analyze and troubleshoot end-to-end customer data models, reviewing calculation logic, dependencies, and data flows to uncover configuration gaps and root-cause drivers of discrepancies.
• Communicate effectively with both technical and non-technical audiences to clarify issues, progress, and outcomes.
• Proactively partner with Product, Engineering, and Customer Success to communicate technical issues, close feedback loops, and drive the prevention of recurring problems through systematic fixes.
• Develop deep product and domain expertise in CaptivateIQ's platform, data structures, and the broader domain of sales compensation and business logic.
• Partner with internal teams to improve workflows, documentation, and tooling that support scalable operations. Identify patterns and recommend process improvements to enhance efficiency and customer experience.
• Provide actionable feedback to inform product enhancements and improve usability.
• Champion consistency and quality across customer communications. Effectively translate complex technical findings into clear, professional, and actionable insights for both technical teams and non-technical stakeholders.
• Lead or significantly contribute to initiatives that enhance support processes, tools, internal documentation, and knowledge sharing to ensure team scalability and efficiency.