CaptivateIQ

• 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.

• Own the full Enterprise sales cycle — from self-sourcing pipeline through discovery, demo, and close • Develop and execute strategic account plans aligned to customer pain and business outcomes • Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs • Build and maintain deep knowledge of the CaptivateIQ platform and how it solves complex challenges • Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum • Maintain a disciplined pipeline with accurate forecasting and clear deal progression • Continuously evolve your sales approach using customer feedback, competitive insights, and market trends • Contribute to the development of our sales playbook and GTM strategy as we scale

• Develop and own a comprehensive field marketing strategy across tradeshows, conferences, executive dinners, roadshows, webinars, partner events, customer events, and CaptivateIQ-hosted experiences. • Build integrated event campaigns in partnership with Demand Generation, Product Marketing, Digital Marketing, Content, Business Development, and Sales to maximize engagement before, during, and after every event. • Partner with Sales leadership to identify priority accounts, territories, and event investments that drive meetings, opportunities, and pipeline. • Evaluate sponsorships, conferences, and field marketing investments based on business impact, target audience alignment, expected pipeline contribution, and ROI. • Design memorable in-person and virtual experiences that strengthen brand awareness while generating measurable business outcomes. • Define success metrics and forecast event performance across registrations, meetings, opportunities, pipeline, and revenue influence. • Establish repeatable operating rhythms for pre-event planning, onsite execution, post-event follow-up, and executive reporting. • Partner with Business Development and Sales to ensure timely follow-up, meeting conversion, and opportunity progression after every event. • Analyze event performance and communicate business results, insights, recommendations, and future investment strategies to executive leadership. • Own and manage the annual event budget, continuously optimizing investments based on performance data and business impact. • Support executive engagement strategies, including speaking opportunities, customer meetings, executive dinners, and strategic account interactions. • Create scalable processes that improve planning, cross-functional collaboration, execution, and measurement across the events program.

• Design and architect financial reporting and compliance solutions for complex sales-compensation environments, ensuring data accuracy, audit readiness, and adherence to ASC 606. • Own end-to-end reporting model quality and performance, maintaining long-term hygiene and data integrity across customer implementations. • Serve as the senior accounting escalation point, guiding consultants on compliant design decisions and resolving complex reporting challenges. • Develop and maintain best-practice frameworks for commission capitalization and amortization under ASC 340, ASC 606, and IFRS 15. • Translate unique customer requirements into repeatable, efficient reporting configurations and dashboards. • Partner cross-functionally with Engineering, Product, and Customer Success to influence data-output standards and compliance-ready product enhancements. • Elevate the team by contributing templates, documentation, and mentorship that raise the overall bar for delivery excellence.

• 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.

• 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.

• Following the successful first AD hire last year, CaptivateIQ is expanding its enterprise expansion function. • The vision for the role is to establish a world-class enterprise expansion function, with ADs who collectively own the growth motion across CaptivateIQ's highest-potential accounts. • Operate with deep account planning discipline, self-generate pipeline through proactive multi-threading. • Run structured cross-sell plays for Sales Planning and Catalyst AI. • Help build the company's enterprise expansion playbooks for the long term. • ADs must be able to lead and leverage the team structure from day one, not just execute independently.

• 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.

• 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

• Own the CIQ Planning post-sales lifecycle end-to-end — from implementation through go-live, to ongoing adoption, expansion, and reference ability. • Work cross-functionally with Sales, Product, Professional Services, Support, and CX to define what 'great' Planning success looks like, build the methodology others will follow, and turn customer results into roadmap input and revenue impact. • Align with Professional Services to define and enforce clear implementation milestones and exit criteria.