We bind our fortunes to those who dare to burn
away the obsolete and forge the unimagined future.

Business Development Representative



Sales & Business Development
Austin, TX, USA
Posted on Tuesday, April 11, 2023
CaptivateIQ is a leading sales commission platform — recognized by industry analysts, including Forrester, as well as reputable marketplaces like G2. We are trusted by category leaders and innovators like Gong, Lattice, and DataRobot.
With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to take control of commission management.
Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!
About the role:
CaptivateIQ is looking for our next Business Development Representative! You will join a team that has already proven to be one of the most crucial go-to-market drivers for CIQ's monumental growth in the last 3 years.
We will teach you the hard skills to research, prospect, cold-call, write, educate, objection-handle, and qualify to excel now as a BDR, and to prepare you for your future in a full-sales-cycle closing role. In return, you’ll be supported and trained to own the end-to-end pipeline development process from Account Identification to Opportunity Creation.
This job is only won by ambitious, disciplined, tenacious, resilient, humble, competitive, endlessly curious, and coachable individuals regarding the art and science of sales. We have a rich history of hiring individuals with little to some experience and enabling them to break records while becoming leaders internally.
Hybrid expectation: 3 days a week in our downtown Austin office.


  • 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 LinkedIn 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 professional experience in B2B SaaS Sales or similar role with strong performance.
  • Bachelor’s Degree with strong academic performance, leadership, and community involvement.
  • Technical Skills:
  • Business Acumen (Awareness & Critical Thinking)
  • Time Management (Prioritization & Organization Skills)
  • Sales Acumen (Strong Discovery, Research, and Prospecting Skills)
  • Salesforce CRM preferred
  • Soft Skills:
  • Emotional Intelligence (Professionalism, Humility, Coachability, and Growth Mindset)
  • Ambition, Competitive Spirit, Grit, Tenacity, Resilience
  • Intellectual Intelligence (Analytical, Adaptive, Preparation, Comfort Managing Up)
  • Ability to communicate & collaborate cross-functionally
  • Cultural Mindset:
  • Bias Towards Action (Act with Speed, Start Now)
  • Operate with Clarity (Seek to Understand, Meet Goals)
  • Be an Owner (Do What’s Right, Curiosity)
  • Deliver Impact (Don’t Settle, Innovate to Solve Problems)
  • Lead with Empathy (Work Together, Assume Positive Intent)

Bonus Points:

  • Knowledge of sales tools such as Outreach, Salesforce (SFDC), 6Sense, Bombora, Atrium, HighSpot, Drift, LeadIQ, ZoomInfo, LI SalesNav, Gong
  • Past experience in relevant or adjacent industries: Revenue Operations or Finance
  • Knowledge of Excel or Sales Compensation tools
  • Proven track record of sales success


  • (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
  • Flexible vacation days and quarterly mental health days so you can recharge
  • Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)
  • One time work from home stipend & annual stipends for professional development and caretaking
  • Virtual team lunches to keep you connected
  • (US-ONLY) 401k plan to participate in and save towards the future
  • Newest Apple products to help you do your best work
  • Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent

Notice for Prospective Candidates

  • Only emails from @captivateiq.com should be trusted.
  • We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
  • Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
  • Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
  • Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
  • Ask candidates to make a payment in order to be considered for a position.
  • Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
  • Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States