We're looking for a strategic, Sales Planning-savvy Senior CSM to serve as the trusted advisor and outcomes driver for customers adopting CIQ Planning.
As the founding Sales Planning CSM, you'll own the CIQ Planning post-sales lifecycle end-to-end — from implementation through go-live, to ongoing adoption, expansion, and reference ability. You'll combine deep Sales Planning domain expertise with classic Enterprise CSM skills to help customers design, launch, and scale Planning in a way that drives real revenue and operational outcomes.
You'll work cross-functionally with Sales, Product, Professional Services, Support, and CX to define what "great" Planning success looks like, build the methodology others will follow, and turn customer results into roadmap input and revenue impact.
Align with Professional Services to define and enforce clear implementation milestones and exit criteria, including:
Documented use cases and scope sign‑off
Data readiness and integrations sufficient for first and next cycles
Model validation (territories, quotas, capacity) aligned to customer processes
Admin enablement and skills transfer (customer can own 2nd/3rd iterations)
“Next-season runbook” with clear responsibilities and timelines
Support Professional Services and Partner builders with Planning configuration oversight:
Troubleshoot logic, data, and integration issues
Lead co-building and implementation review sessions vs. purely passive reviews
Define and iterate Planning customer profiles and maturity matrices; tailor implementation approaches (advisory vs. full-service vs. self-led) accordingly.
Proactively identify and unblock customer-side risks (data, resourcing, decision bottlenecks) to drive on-time, de-risked go‑lives.
Co-design and maintain the CIQ Planning Implementation & Customer Journey: standardized stages, artifacts, RACI, and a clear "definition of done."
Own the structured post-implementation Planning journey: 30/60/90-day stabilization, off-season usage plays, and pre-season health checks before each new planning cycle
Prevent "planning season only" shelfware by designing adoption plays that embed Planning in ongoing revenue operations
Establish and monitor Planning-specific health signals — plan refresh cadence, off-season logins, admin activity, multi-module usage — and act on them proactively
Build and maintain a core cohort of referenceable Planning customers; partner with Marketing on case studies and sales references
Deep understanding of the product roadmap (from enhancements to new features) and ability to tailor relevant roadmap items to each customer at the appropriate times
Act as the internal voice of the Planning customer to Sales (scoping and expectations), Product (roadmap input), CX and Support (coverage and escalations), and Education/PMM (maturity models and learning paths)
Stand up and refine Planning metrics and health signals surfaced in Salesforce, ChurnZero, and dashboards
Support portfolio CSMs and Account Directors on expansion plays: multi-module expansion, adjacent teams (Finance, HR), and broader admin footprint
Run custom working sessions and tailored demos rooted in each customer's current Planning footprint and data
Support renewal and commercial conversations with concrete Planning value stories tied to planning cycles and year-round usage
7+ years in B2B SaaS in roles such as:
Revenue Operations / Sales Strategy / Sales Planning practitioner
Implementation / Professional Services lead for complex planning or analytics products
Product specialist or technical CSM for SPM / Planning / RevOps platforms
Hands-on Sales Planning / RevOps practitioner experience:
Has run or heavily influenced real planning cycles and tools (territories, quotas, capacity, forecasting, performance measurement).
Hands-on technical fluency:
Configuring complex SaaS tools (ideally Sales Planning, SPM, incentive comp, or adjacent RevOps platforms).
Comfortable working with data models, logic/business rules, and integrations; able to independently troubleshoot and propose workarounds.
Proven end-to-end implementation ownership:
Scope definition and success criteria.
Discovery, design, and build.
UAT, go-live, and post-go-live stabilization.
Demonstrated methodology-building:
Has built playbooks, checklists, journeys, or support models that other teams adopted and used at scale.
Strategic and consultative skills:
Comfortable being prescriptive based on customer maturity, data readiness, and organizational constraints.
High autonomy and ownership mindset:
Thrives in ambiguous, early-product environments; turns messy problems into structured, repeatable processes.
Executive communication & influence:
Can synthesize complex Planning and product realities into clear narratives for senior RevOps, Sales, and Finance leaders.
Strong cross-functional influence across Sales, Product/EPD, CX, Support, and Education.
Bonus: hands-on experience with planning tools such as Anaplan, Pigment, Workday Planning or SPM/ICM platforms such as Xactly, Varicent, or CaptivateIQ
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:
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CaptivateIQ is a sales commission software platform that helps companies automate and optimize their sales compensation processes. The solution is designed for enterprises looking to transform commission management from a cost center into a strategic business driver.
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