Director of Alliances

CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.

With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

About the Role:

We are looking for a strategic, results-oriented Director of Alliances to join our growing partner team. This is a senior-level position that will play a key role in building and scaling our partnerships. This leader will have deep experience in partner management, business development, and strategic alliances. It will require somebody with a builder mentality who is willing to roll up their sleeves and manage both tactical and strategic priorities. They will drive outcomes across CIQ partnerships, while also playing a direct partner-facing role within key partnerships. Reporting to the VP of Alliances & Growth, this person will help define, execute, and expand our partner strategy, driving growth, joint value creation, and measurable outcomes.

Responsibilities:

• Alliance Strategy & Execution: Collaborate with the VP of Alliances & Growth to develop, refine, and implement a comprehensive partner strategy aligned with company growth objectives, with a focus on both technology and implementation partnerships.

• Partner Relationship Management: Build and maintain strong relationships with key partners, driving joint business planning, co-marketing initiatives, and go-to-market activities to achieve revenue goals and mutual value.

• Revenue Growth: Collaborate with CIQ Sales to identify and pursue revenue-generating opportunities with partners, ensuring that partnerships contribute significantly to company revenue and growth targets.

• Team Leadership: At the appropriate time in our growth, recruit, develop, and manage a small team to support our partnerships and alliances initiatives.

• Performance Tracking: Establish metrics and KPIs to track the effectiveness of partnership activities, providing regular reporting to leadership and adjusting strategies as needed.

• Cross-Functional Collaboration: Work closely with Sales, Product, Customer Success, Service, and Marketing teams to align efforts, leverage synergies, and ensure that partners are fully integrated into our go-to-market strategies

Requirements:

• 10 to 15+ years of related experience in partnerships, alliances, and/or sales.

• Proven track record of building and scaling partnerships that drive revenue growth. 

• Sales Performance Management (SPM) experience is preferred.

• Expertise in managing regional and global SI relationships.

• Effective leadership and team-building skills, with experience in developing high-performing partnerships and managing partner success across the full lifecycle.

• Excellent business development, negotiation, and relationship-building skills with an ability to develop and execute strategic partnership initiatives that deliver measurable results.

• Self-motivated, proactive team player who can make quick decisions and thrive in fast-paced, collaborative, and ambiguous environments with various stakeholders.

• Senior-level critical thinking, program management, and execution skills.

• Excellent written and verbal communication skills.

• Be willing to travel to meet with partner stakeholders (<25%)

Benefits:

• (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.

$250,000 - $285,000 a year

The OTE range represents the minimum and maximum of the OTE range for this position. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of CaptivateIQ's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

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