EPM Strategy & GTM Lead

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 enterprise performance management 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.

About the Role
The EPM SME is a strategic individual contributor and CaptivateIQ’s internal authority on Enterprise Performance Management (EPM), specifically financial budgeting. This role combines deep, hands-on execution with strategic influence. You’ll work closely with senior leaders across Sales, Customer Success, Marketing, and Product to shape CIQ’s EPM strategy, while remaining highly operational—owning customer engagements, GTM enablement, and real-world feedback that directly informs product direction and market positioning.

Sales & Go-To-Market Enablement :
• Serve as the EPM subject matter expert in live sales cycles, including demos and executive conversations.
• Build and continuously refine demo flows, scripts, and narratives specific to budgeting and forecasting use cases.
• Develop GTM playbooks, messaging, and enablement materials grounded in real customer needs and outcomes.
• Partner with Sales and GTM leadership to inform EPM strategy, pricing/packaging feedback, and market segmentation—without owning formal management responsibilities.

Customer Success & Implementation :
• Lead complex EPM implementations, ensuring customers successfully operationalize budgeting and forecasting workflows.
• Act as a trusted advisor throughout the customer lifecycle, offering practical guidance on model design, forecasting methodologies, and operational best practices.
• Troubleshoot advanced use cases and unblock customers through hands-on configuration and problem solving.
• Create scalable resources including implementation guides, tutorials, and internal enablement materials.
• Own and maintain EPM-related internal documentation and knowledge center content.

Product Partnership :
• Work closely with EPD as a hands-on expert, translating customer realities into actionable product insights.
• Advocate for enhancements in budgeting logic, forecasting accuracy, integrations, automation, and scalability.
• Provide structured, evidence-based feedback to influence roadmap decisions, grounded in direct customer experience.

Marketing & Thought Leadership :
• Create thought leadership content (blogs, webinars, white papers) rooted in hands-on EPM experience.
• Partner with Marketing to ensure EPM messaging reflects real customer value and practical outcomes.
• Support customer stories, solution briefs, and event content as a visible EPM practitioner and expert.

Market Alignment & Continuous Feedback:
• Monitor EPM and FP&A market trends and competitive solutions, translating insights into concrete recommendations.
• Help leadership stay close to customer reality by surfacing risks, opportunities, and emerging use cases.

What You Bring:
• 7–12+ years of hands-on FP&A experience, ideally in high-growth B2B SaaS or similarly complex environments.
• Proven ownership of end-to-end budgeting and forecasting processes, including:
• Annual Operating Plans (AOP)
• Rolling forecasts
• Scenario planning and sensitivity analysis
• Headcount and expense planning
• Direct, hands-on experience implementing or operating EPM / FP&A platforms, such as:Anaplan, Pigment, Adaptive Planning, Oracle EPM, Planful, etc.
• Experience integrating EPM tools with source systems (CRM, HRIS, ERP).
• Comfort working with complex models, data structures, and forecasting logic—not just configuring UI-level features.
• Ability to articulate complex budgeting and forecasting concepts clearly to both finance and non-finance audiences, including executive stakeholders.
• Demonstrated success as a senior individual contributor, influencing outcomes without formal authority.

Why You’ll Love This Role:
• High impact, high visibility: You’ll be the go-to expert on budgeting and forecasting at CaptivateIQ, with direct access to senior leaders across GTM and Product.
• Practitioner-led product: Your real-world FP&A experience will directly shape our EPM roadmap, ensuring the product reflects how modern finance teams actually work—not just what’s easy to build.
• End-to-end influence: You’ll touch the full lifecycle—sales, implementation, adoption, and roadmap—and see clearly how your work drives customer value and company growth.
• Hands-on and strategic: You won’t be stuck only in slideware or only in the model; this role is intentionally designed for someone who enjoys both deep execution and big-picture thinking.
• Collaborative, cross-functional environment: Work closely with world-class colleagues across EPD, Sales, CS, and Marketing who are eager to learn from and amplify a true EPM expert.

Benefits:
• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
• Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
• Annual Stipends: Dedicated funds for your professional development and caretaking needs.
• Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
• Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
• Premium Tools: The latest Apple hardware to empower you to do your best work.
• Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.

Notice to 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.

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