Account Development Representative, Customer Accounts

About the Role

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we’re expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.

Join a talented, fast‑growing team committed to solving some of the most complex and impactful problems in sales performance management.

CaptivateIQ is looking for our next Account Development Representative (ADR), Customer Accounts. In this role, you’ll focus on engaging and developing relationships within existing customer accounts to drive expansion opportunities, increase product adoption, and support long‑term customer value.

You will partner closely with Customer Success and Sales to identify whitespace, run strategic outreach, surface new use cases, and help create qualified expansion opportunities. We’ll teach you the hard skills to research, map accounts, run thoughtful multi‑threaded outreach, objection‑handle, and qualify expansion interest, preparing you for a future in a full‑sales‑cycle or account management role.

This role is ideal for ambitious, disciplined, and coachable individuals who are excited by the art and science of proactive customer growth.

The candidate selected for this opportunity must reside near one of the following locations:

Austin, TX

• Acquire in‑depth knowledge of your prospects (contacts & their companies) through research that will inform your outreach strategy with relevance and story‑telling
• Generate a qualified pipeline creatively to break into target accounts with cold calling, personalized emailing, and Linked In prospecting
• Confidently engage with Director to C‑Level prospects to uncover relevant pain points and create interest in CaptivateIQ’s platform
• Represent CaptivateIQ both culturally and as a subject matter expert by clearly articulating our value proposition and differentiators

• 1+ years of SDR/BDR/ADR or customer‑facing sales experience, ideally working with B2B SaaS customers.
• Bachelor’s Degree with strong academic performance and/or demonstrated leadership, or equivalent practical experience.

• Business Acumen (awareness of customer business drivers, ability to connect value to outcomes).
• Time Management (prioritization and organization across multiple customer accounts and stakeholders).
• Sales Acumen (strong discovery, research, and prospecting skills, especially within existing accounts).
• Experience with Salesforce CRM (or equivalent) preferred.

• Emotional Intelligence (professionalism, humility, coachability, and growth mindset).
• Ambition, competitive spirit, grit, tenacity, and resilience in a fast‑paced environment.
• Intellectual Intelligence (analytical, adaptive, prepared, comfortable managing up and collaborating cross‑functionally).
• Strong verbal and written communication skills and the ability to collaborate effectively with Sales, Customer Success, Marketing, and Operations.

• Bias Towards Action (act with speed, start now).
• Operate with Clarity (seek to understand, meet goals).
• Be an Owner (do what’s right, stay curious).
• Deliver Impact (don’t settle, innovate to solve problems).
• Lead with Empathy (work together, assume positive intent).

• Experience working with or selling into teams like Sales Operations, Revenue Operations, or Finance.
• Familiarity with sales tools such as Salesforce, Outreach,…