• 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.

• Prospecting strategic accounts and clients, booking meetings for the CAS Enterprise team. • Under Account Director leadership and direction, you will: run initial discovery calls for new prospects, leads deal cycles for select renewals and turn-key opportunities, and build proposals and quotes for standard business opportunities. • Drive the proactive opportunity outreach strategy by drafting email templates, identifying high-fit accounts for opportunities, and partnering with Account Directors and your greater account team to deliver messaging to potential clients. • Cold calling – making select outbound calls to potential clients, particularly brand managers and other budget holders in CPG product categories. • Build and nurture new relationships at every level within client organizations with an emphasis on marketing decision makers and budget holders. • Understand the customer category, brand, and business objectives to uncover opportunities and position the Bazaarvoice suite of solutions to meet these objectives. • Support sales team in all efforts to meet or exceed all applicable sales quota goals.

Role Description The Account Executive is a quota-carrying, territory-owning revenue leader responsible for driving annual bookings growth across an assigned K–12 region. This role owns the full sales lifecycle — from outbound demand generation through district close — positioning Level Data’s solutions (ROI, Grow, Brolly) as essential systems for strategic planning, compliance management, and measurable district impact. The Account Executive is accountable for consistent quota attainment, predictable pipeline generation, new district acquisition, account expansion, and serves as a key driver of Level Data’s national growth strategy. This is not a transactional sale. It is a strategic, multi-stakeholder district sale. AEs at Level Data are expected to operate as AI-native sellers, using AI tools to accelerate research, sharpen prospecting, and improve the quality and speed of every customer interaction. Key Responsibilities - Revenue & Territory Ownership - Own a regional revenue quota in annual new and expansion bookings - Maintain 2–3x pipeline coverage to ensure forecast predictability - Prioritize net-new district acquisition while expanding existing accounts - Achieve >100% annual quota attainment - Execute structured deal plans for all opportunities - Demand Generation & Pipeline Creation - Source a majority of pipeline through self-generated outbound prospecting - Execute structured cadences targeting Superintendents, CFOs, Directors of Special Education, Federal Programs, and Curriculum leaders, etc. - Generate consistent qualified meetings and new pipeline each quarter - Qualify opportunities based on authority, funding source, timeline, compliance urgency, and measurable impact - Maintain disciplined opportunity progression with strong stage conversion rates - Leverage AI tools (e.g., Claude, or comparable platforms) to research districts, identify trigger events, personalize outreach at scale, and prioritize territory coverage intelligently - Relationship Development & Strategic Positioning - Build and maintain executive-level relationships across assigned strategic districts - Multi-thread opportunities across district cabinets and department leaders - Position Level Data solutions around strategic plan execution, CIP tracking, compliance risk mitigation, special education accountability, funding alignment, and ROI measurement - Partner with product and implementation teams to close complex, compliance-driven opportunities - Sales Execution & Closing - Independently manage discovery, demos, pricing strategy, proposals, and procurement navigation - Navigate RFP processes and district contracting cycles - Drive urgency in sales cycles - Close ARR opportunities with disciplined follow-up - Pipeline Management & Forecasting - Maintain CRM accuracy >95% - Deliver accurate weekly and quarterly forecasts - Track and improve stage-to-stage conversion rates, sales cycle length, win/loss ratios, and average deal size growth - Maintain disciplined CRM hygiene at all times - Cross-Functional Collaboration - Partner closely with SDRs, Marketing, and Customer Success - Serve as the voice of the customer internally - Ensure smooth handoff to implementation to protect renewals and expansion Qualifications - 3+ years of B2B SaaS sales experience, with strong preference for K–12 education - Experience managing complex, multi-stakeholder, public-sector sales cycles Requirements - Strong discovery and consultative selling skills - Ability to speak fluently about ROI, funding pathways (ESSER, IDEA, Title programs), compliance, and measurable district outcomes - Comfortable selling to cabinet-level district leaders - Proficiency in CRM systems and structured deal management - Executive-level communication and presentation skills - Demonstrated AI literacy: actively uses AI tools to research accounts, draft outreach, prepare for calls, and improve productivity — not as a novelty but as a standard operating practice Benefits - Competitive base salary + uncapped commission - OTE aligned with quota and performance - Benefits package including health, PTO, and retirement Travel & Work Environment - Remote role - 40% travel within assigned region - Requires consistent outbound activity and weekly meeting targets

We’re hiring a Commercial Account Executive (full-cycle IC) to help drive revenue growth through a high-velocity SMB selling motion with a strong focus on outbound. This role is for someone who can consistently self-generate pipeline and close deals with discipline and repeatable process, while helping establish strong sales culture and habits as the team scales. In the next 12–24 months, success will be defined by: 1) Closing revenue 2) Generating pipeline 3) Helping establish culture 4) Building repeatable sales habits and disciplined CRM process You’ll sell into hospitality buyers (e.g., owners, GMs, revenue managers, commercial directors) and should bring commercial curiosity about the industry, even if you haven’t sold hospitality before.