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Company Information:Elbit America is a leading provider of high-performance products, system solutions, and support services focusing on the defense, homeland security, commercial aviation, and medical instrumentation markets.

Regional Vice President II

Company Description

At Butterfly Network, we’re leading a digital revolution in medical imaging, transforming an industry that has long relied on bulky, analog systems. With our proprietary Ultrasound-on-Chip™ technology, we’re democratizing healthcare by shifting ultrasound from the expensive, stationary systems of the past to the connected, mobile, and software-enabled platforms of today.  In 2018, we launched the world’s first handheld, whole-body ultrasound, Butterfly iQ – followed by iQ+ in 2020 and iQ3 in 2024, each more powerful than the last.

Our innovation doesn’t stop at hardware. Butterfly combines our advanced device with intelligent software, AI, services, and education to drive adoption of affordable, accessible imaging. Our technology is proving to help clinicians, clinics, and hospitals enhance care, cut costs, and expand imaging access. We’ve been recognized by Prix Galien USA, Fierce 50, TIME’s Best Inventions, Fast Company’s World Changing Ideas, among other awards.

We’re a team of bold thinkers, problem-solvers, and innovators ready to shape the future of medical imaging. Let’s build something extraordinary together!

Job Description

The Regional Vice President II (RVP II ) is a senior leadership role responsible for driving revenue growth and system-wide adoption of the Butterfly Network portfolio with a significant focus on enterprise sales across hospitals, health systems, and IDNs. Reporting to the SVP US Sales, this role focuses on expanding existing customer business and growing new business while working with a cross function support team to ensure customer satisfaction. The RVP II will be responsible for meeting the monthly, quarterly, and annual regional sales quota. The key focus for this role is enterprise selling of the comprehensive suite of Butterfly hardware, IT, and services across the hospital, health system, and medical education markets.

As part of our team, your core responsibilities will:

• Own the full sales cycle for hardware, SaaS, and services within assigned regional logos. Drive enterprise-level deals by leading complex sales cycles that integrate hardware, SaaS, and services into comprehensive solutions.
• Develop and execute regional consultative sales strategies to position Butterfly as a transformational partner in target market hospitals, health systems, and IDNs and in medical education markets.
• Focus sales effort to existing customers and new business targets within a specific geographic Region. Targets will represent top-tier hospitals, health systems and IDNs thus requiring strategic territory planning, strong business acumen, proven track record of sales success, and deep leadership skills.
• Build, cultivate, and leverage executive relationships at the health system and departmental level, positioning our company as a strategic partner.
  • Hardware & Services - Lead a consultative process of hospital departmental walkthroughs, value creation, and challenge resolution aligned with final positioning/selling of Butterfly clinical benefits and hardware.
  • Saas / Information Technology- Lead a consultative process assessing hospital workflow, billing, and process challenges associated with point of care ultrasound followed by positioning/selling the Butterfly IT solutions.
• Lead direct engagement with C-suite stakeholders and departmental decision-makers to align Butterfly’s technology with organizational priorities.
• Consistently meet or exceed monthly, quarterly and annual regional sales goals as assigned to the RVP II role.
• Possess strong internal communication between sales, sales operations, informatics, client success, and clinical application partners.
• Serve as a subject matter expert on the healthcare landscape and industry trends, providing valuable market insights to both customers and internal teams.
• Represent the company at key industry conferences and trade shows, strengthening our market presence and generating new leads.
• Thrive in an entrepreneurial, fast-paced environment where independence, creativity, and resilience are key to success.
• Establish and nurture Key Opinion Leaders within the Region.
• Responsible and accountable for carrying out the requirements of the company’s quality system.
• Will serve as a mentor and trusted advisor for RVP I team members across the US market.
• Manage an accurate activity, pipeline, and forecast through Salesforce.
• Travel 75% of the time.

Qualifications

Baseline skills/experiences/attributes:

• B.A. or B.S. in related area
• Experience in medtech, medical device, and healthcare IT
• Clinical knowledge of ultrasound or similar medical device in healthcare.
• 8 - 10  years previous leadership  experience required with a proven track record of growing sales through consultative value-based solution selling.
• Strong understanding of the healthcare market, care delivery models, information technology, SaaS, healthcare reimbursement, and experience with hard / soft dollar ROI selling through outcomes-based contracting with KPI’s.
• Proven track record of healthcare departmental and C-suite selling with strong relationships built around stellar relationship building skills.
• Track record of pipeline creation and velocity yielding high closed rates as measured through consistent utilization of a CRM.
• Strong interpersonal, organizational and communication skills with multi-tasking capabilities
• Excellent customer interface and presentation skills.
• Strong leadership skills.

Ideally, you also have these skills/experiences/attributes (but it’s ok if you don’t!):

• Formal sales training completed: Miller Heiman, Targeted Account Selling or Sandler
• Experience selling hardware, software, and services into hospitals, health systems, IDN’s, and medical schools.

Values

Innovation is what we do. Our values are how we make it happen. Butterflies are and believe in…

• Patient-Centric Innovators: Our mission is THE mission.
• Empowered to Impact: Every voice matters.
• One Team, One Goal: Unity fuels progress.
• Growth Champions: We embrace challenges.
• Action-Oriented Achievers: We follow through, every time.

Location

Butterfly offers a hybrid work model for most positions, with team members spending two or more days a week in the office. While flexibility is key, we value in-person connections that spark creativity and teamwork. Our offices are designed for collaboration, with comfortable workspaces, stocked kitchens, and opportunities to connect with peers.

This role requires 75% travel and will need to be located in Florida near an airport.

Benefits and Perks

• Comprehensive health insurance, encompassing dental and vision coverage, is provided to all our employees. As a health-tech company, we prioritize the well-being of our teams. Additionally, employees have the option to buy up for enhanced health insurance coverage. We also contribute to Health Savings Account (HSA) accounts for all enrolled employees on an annual basis.
• Comprehensive Employee Assistance Program - we provide access to tools and resources to support your emotional health and day-to-day needs.
• 401k plan and match - we facilitate your retirement goals.
• Eligible employees will have the opportunity to participate in Employee Stock Purchase Plan (ESPP)
• Unlimited Paid Time Off + 10 Holiday Days a Year - recharge and come back ready to make an impact
• Parental Leave - we aim to provide our employees with time to bond with their growing family, along with additional support for primary caregivers to help transition back to work
• Competitive salaried compensation - we value our employees and show it
• Equity - we want every employee to be a stakeholder
• The opportunity to build a revolutionary healthcare product and save millions of lives!

Compensation

Our estimated salary for this role is between $160,000 - $170,000 + bonus + equity + benefits. Actual pay is determined by multiple factors such as skills, qualifications, experience and market demand.

Security Responsibilities

Butterfly requires security adherence responsibilities from all employees. These include:  adhering to all company security policies and procedures, utilizing provided company assets securely, and completing all required security awareness training programs. Safeguarding company data and systems from unauthorized access, modification, or destruction, contributing to the overall security posture of the organization. Immediately reporting any suspected or actual security incidents, including phishing attempts, malware infections, or unauthorized access, following the established incident response procedures.

For this role, we are only considering candidates who are legally authorized to work in the United States and who do not now or in the future require sponsorship for employment visa status.

Butterfly Network does not accept agency resumes.

Butterfly Network is an E-Verify Company.

Butterfly Network is an equal opportunity employer.  Regardless of race, traits associated with race, color, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability or Veteran status. All your information will be kept confidential according to EEO guidelines.

Butterfly requires security adherence responsibilities from all employees. These include:  adhering to all company security policies and procedures, utilize provided company assets securely, and complete all required security awareness training programs. Safeguarding company data and systems from unauthorized access, modification, or destruction, contributing to the overall security posture of the organization. Immediately reporting any suspected or actual security incidents, including phishing attempts, malware infections, or unauthorized access, following the established incident response procedures.

#LI-KG

#KG-LI

CloudLinux is a global remote-first company. We are driven by our principles: do the right thing, employees first, we are remote first, and we deliver high volume, low-cost Linux infrastructure and security products that help companies to increase the efficiency of their operations. Every person on our team supports each other and does what we can to ensure we all are successful. We are truly a great place to work. Check out our website for more information cloudlinux.com.

Position Overview:

The Director of Corporate Development reports to the CFO and owns the company’s inorganic growth agenda: the acquisition pipeline from origination through evaluation and post-close integration coordination, and the routes that reach the same ends without a purchase, including strategic alliances, joint ventures, and major commercial partnerships. The role also partners with the CFO on long-term strategy and on debt and equity financing. The role’s center of gravity remains sourcing and screening: building a disciplined flow of qualified targets and ensuring that every opportunity reaching the leadership team arrives with its financial consequences fully understood.

Diligence in this role extends beyond the financial statements: evaluating the leadership, culture, and post-close alignment of a target’s principals is a core responsibility, not an afterthought. The role is also the organization’s guardrail against deal momentum: every opportunity is scored against a consistent methodology, and recommendations follow the scores, not the level of internal enthusiasm. The role also owns transaction-related financial planning, including acquisition and integration budgets, working alongside the corporate FP&A process rather than running it. This is a hands-on position: you will build the pipeline, frameworks, and models yourself.

Targets are typically tuck-in software and hosting-adjacent businesses in the USD $1 million to $5 million enterprise value range, funded from operating cash flow. We expect 1 to 2 closed transactions per year at steady state, with a pipeline of roughly 2 qualified opportunities under active review at any time. Partnership, alliance, and joint venture opportunities run through the same screening and scoring discipline as acquisitions, so that build, buy, and partner are compared on one basis.

Work is fully remote, with flexible hours, so you can plan your day and work from anywhere in the world.

Join us to make a difference!

Responsibilities:

Origination

• Build and maintain a pipeline of acquisition targets aligned to the company’s strategic priorities, through market mapping, competitive landscape monitoring, and thesis-driven target identification.
• Cultivate and manage relationships with investment bankers, brokers, and industry advisors so that the company sees relevant opportunities early.
• Conduct direct outreach and early-stage relationship development with founders and owners of prospective targets.
• Maintain disciplined pipeline records, including passed opportunities and the rationale for each, so the pipeline improves with every decision.

Screening and Evaluation

• Design, maintain, and apply a standardized screening and scoring methodology, approved by the leadership team, that rates every opportunity on consistent criteria: strategic fit, financial thresholds and return, technology and product considerations, integration complexity, and counterparty risk. No opportunity advances to leadership consideration without a score, and the score travels with the deal.
• Ensure accept and reject recommendations follow the scoring methodology and are supported by stated evidence. Where the organization elects to proceed against the score, document the rationale and the specific assumptions that must hold, so the decision is made with open eyes and the record reflects it.
• Prepare concise initial evaluations of screened targets: what it costs, what it returns, what has to be true for the thesis to work, and what happens if those assumptions are wrong.
• Build valuation and deal models for targets under active consideration, including scenario and sensitivity analysis, synergy assessment, and financing considerations.
• Coordinate financial due diligence and partner with Legal, Technology, and functional leaders on cross-functional diligence workstreams.
• Lead counterparty diligence on a target’s principals and leadership team: reference checks, background verification within applicable legal limits, litigation and reputation review, and a candid assessment of how the sellers are likely to behave as partners, employees, or earnout counterparties after close.
• Translate counterparty findings into deal structure: retention terms, earnout design, indemnification, and escrow recommendations, developed with legal counsel.
• Support deal structuring and negotiation with responsive analysis, and prepare leadership and board materials for investment decisions, anticipating the questions leadership will ask and answering them before they are asked.
• Track completed transactions against the original deal thesis and report variances honestly, so the organization learns what its acquisition judgment is worth.

Acquisition Budgeting and Financial Planning

• Build the full transaction budget for each deal: purchase consideration, advisory and diligence fees, financing costs, and working capital requirements.
• Build the integration budget for each transaction, with synergy realization and integration cost phasing over the post-close period.
• Incorporate acquisition impacts into the company’s forecast and annual operating plan in partnership with the finance team.
• Support capital allocation analysis across competing uses of cash, including scenario and sensitivity analysis for investment decisions.

Integration Coordination

• Own the post-close integration plan for acquired companies, including the 100-day plan, workstream coordination across functional leaders, and escalation of blockers to the executive team.
• Lead the financial integration of acquired entities: reporting onboarding, budget incorporation, and systems transition in partnership with the accounting team.
• Track realized synergies and integration costs against the deal model, and report variances to leadership.

Strategic Alliances, Joint Ventures, and Commercial Partnerships

• Identify and structure strategic alliances (commercial, marketing, or technology-sharing agreements) that deliver a strategic objective without an acquisition, and present them to leadership on the same scoring basis as a purchase.
• Evaluate and structure joint ventures where a shared market or product justifies a separate entity with a partner: economics, governance, contribution and exit terms, and the financial model of the venture itself.
• Lead the financial and commercial evaluation of major distribution, supply, and OEM agreements that expand market reach, in partnership with Sales and Product, including pricing, exclusivity, and minimum-commitment terms.
• Maintain the partnership pipeline alongside the acquisition pipeline, with the same records of passed opportunities and the rationale for each.

Long-Term Strategy

• Partner with the CEO, CFO, and CPO to maintain the company’s 3-to-5-year growth blueprint, refreshed annually ahead of the operating plan, with the market landscapes and competitive analyses that determine where acquisition, partnership, and organic investment each apply.
• Translate the blueprint into the strategic priorities that govern the acquisition and partnership pipelines, so that origination effort follows strategy rather than deal flow.

Capital Formation

• Support the CFO in raising debt or equity when the growth plan requires it, including private placements, secondary transactions, and credit facilities: financial model and use-of-proceeds analysis, lender and investor materials, data room preparation, and coordination of counsel and advisers.
• Maintain relationships with lenders and prospective investors alongside the banker and broker network, so that financing options are understood before they are needed.

Corporate Development Function Building

• Establish the playbooks, screening criteria, deal templates, and pipeline infrastructure of a durable corporate development capability.
• As the function grows, hire, coach, and develop team members, and act as a collaborative business partner to leaders across the organization.

Professional Requirements

• 8+ years of combined experience across corporate development, investment banking, private equity, and/or transaction advisory, including direct origination experience: sourcing, outreach, and early-stage negotiation with target companies.
• Experience conducting or coordinating due diligence across the financial, legal, and human dimensions of a transaction.
• Demonstrated ability to build institutional-quality financial models from a blank workbook, including three-statement, valuation, and scenario models.
• Experience preparing and presenting analysis to executive or investment-committee audiences, and defending a recommendation under challenge.
• Working knowledge of software or recurring-revenue business models and the metrics that govern them.
• Exposure to post-merger integration, whether leading workstreams or supporting a broader integration program.
• Experience structuring strategic alliances, joint ventures, or major commercial agreements, and exposure to a debt or equity financing process (private placement, secondary transaction, or credit facility).
• Experience contributing to multi-year strategy work with senior leadership: market landscapes, competitive analysis, and growth planning.

Soft Skill Requirements

• Even temperament under pressure and friction. Negotiations stall, diligence surfaces unwelcome facts, and counterparties do not always behave well. The role requires composure when they do not, and the judgment to respond with process rather than emotion.
• Low ego. The role prepares decisions for others to make, and much of the work is unglamorous: pipeline records, diligence checklists, budget reconciliations. We are looking for someone who takes satisfaction in the work being done properly rather than in being seen doing it.
• Persistence through the repetitive and detail-heavy phases of deal work, without cutting corners and without needing the work to be interesting to do it well.
• Sound commercial judgment: the ability to decline an attractive-looking opportunity when the numbers or the counterparty do not support it, and to say so clearly.
• Attention to detail and a commitment to quality and data integrity.
• Effective communicator, able to convey and present information in a concise and well-organized manner, leading with the conclusion.
• Strong interpersonal skills, able to collaborate with different individuals across the organization, and able to partner with all levels of management while relating to their needs and perspectives.
• Discretion in handling confidential and market-sensitive information.
• Displays integrity and is accountable for actions and statements.

Other Valued Attributes

• An MBA would be an asset.
• Big Four transaction advisory experience and/or software industry experience would be an asset.
• Prior experience as the founding or first hire of a finance or corporate development function would be a significant asset.
• An established network among software-sector bankers, brokers, or founders would be a significant asset.
• Experience partnering with or operating within an FP&A function would be an asset.

What’s in it for you?

• A strong focus on professional development with opportunities for learning and growth:

  • Interesting and challenging projects,
  • Mentor and other knowledge-exchange programs;

• Fully remote work with flexible working hours, that allows you to schedule your day and work from any location worldwide;

• Paid 24 days of vacation per year, 10 days of national holidays, and unlimited sick leaves to ensure you maintain a healthy work-life balance;

• Compensation for private medical insurance;

• Co-working and gym/sports reimbursement;

• The opportunity to receive a reward for the most innovative idea that the company can patent, fostering a culture of creativity and innovation.

By applying for this position, you consent to the processing of your personal data as described in our Privacy Policy ( https://cloudlinux.com/candidate-privacy-notice ), which provides detailed information on how we maintain and handle your data.

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning...

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning...

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning...

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50...

Code and Theory is a digital-first creative and technology agency that builds products, platforms and experiences for global brands. We combine engineering, design, data and strategy to deliver transformative digital solutions at scale.

This role leads the GTM pillar of the Adobe practice. Roughly 50% pursuits and solutioning, 25% Adobe alliance and account growth, 15% building offerings and accelerators, 10% leading a team. That will tilt heavily toward pursuits in quarters where the pipeline is hot.

WHAT YOU’LL DO

• Lead technical solutioning on enterprise pursuits: architecture narrative, effort estimation, staffing shape, scope definition and pricing input
• Own the pitch, build the story, stand in front of client executives alongside creative and strategy leads, and defend the approach under pressure
• Decide what to chase and what to decline, and make the case for walking away when the work isn’t right
• Produce estimates that hold up  and own estimate-versus-actual accuracy as a practice discipline
• Be the commercial and technical face of Code and Theory inside Adobe: field teams, product, partner organization
• Drive the co-sell motion, build named relationships, generate referral flow, and position us on deals before they reach RFP
• Support Adobe’s own sales motion, including forward-deployed architects who run proofs of concept and value-realization work at Adobe’s clients
• Know when to recommend against Adobe’s preferred product because it’s wrong for the client and hold that line
• Expand existing engagements through consulting-led growth rather than staffing volume
• Convert implementation projects into multi-year retained relationships, including structuring commercial models that let clients flex without renegotiating
• Build an independent client base rather than depending on referred work
• Create productized offerings, accelerators, reference architectures and demo assets the practice can reuse and sell
• Establish the pursuit process: qualification, solutioning, review, handoff, and make it repeatable across a growing team
• Own the clean handoff into delivery, and stay accountable after signature when scope or expectations need renegotiating
• Hire, lead and grow a team of solution architects and pre-sales specialists across the US
• Own performance management, development and compensation for that team
• Establish AI-native working across the pursuit motion using Claude, Cursor and equivalent tooling to accelerate RFP response, solution documentation, estimation and demo building, and building agentic tooling where it earns its place

WHAT YOU’LL NEED

• 15+ years in technology, including 5+ years owning a revenue or pipeline number
• Demonstrable growth you personally drove: portfolio value, win rate, average deal size, account expansion
• Experience owning or heavily influencing pursuits at $1M+, and comfort operating at $10M+ program scale
• A track record of commitments that held
• Deep working knowledge of Adobe Experience Cloud - AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO - sufficient to shape a solution and hold a client architecture conversation
• Enough command across content, data and work management to know which products fit a problem and which don’t
• Genuine experience of the Adobe partner motion: co-sell, alliance management, field relationships
• Experience owning end-to-end RFP responses: strategy, entity assembly, narrative coherence, and delivering the pitch
• Executive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline or price
• Experience with US and EU enterprise clients; APAC useful
• Direct management of a client-facing team, including performance reviews and compensation decisions
• Experience working with offshore and nearshore delivery - India, LATAM, Philippines - and making that partnership work in practice rather than nominally
• Agency or consultancy background; understanding of billability, utilization and margin, and why an inaccurate estimate is a commercial failure
• Hands-on daily use of AI tooling: RFP response, solution documentation, estimation, demo development
• Experience building or directing agentic tooling, not only consuming AI features
• Ability to establish AI-native practice across a team, including with people who are skeptical

NICE TO HAVE

• Prior time inside Adobe, or extensive partner-side work deploying Adobe services
• Experience building a practice or offering portfolio from an early stage
• Adobe certifications across multiple products
• Experience selling into agency networks or holding-company structures
• Published thought leadership, or an active presence in the Adobe ecosystem

ABOUT US

Born in 2001, Code and Theory is a digital-first creative agency that sits at the center of creativity and technology. We pride ourselves on not only solving consumer and business problems, but also helping to establish new capabilities for our clients. With a global client roster of Fortune 100s and start-ups alike, we crave the hardest problems to solve. We have teams distributed across North America, South America, Europe, and Asia. The Code and Theory global network of agencies is growing and includes Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic.

Striving never to be pigeonholed, we work across every major category: from tech to CPG, financial services to travel & hospitality, government and education to media and publishing. We value the collaboration with our client partners, including but not limited to Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok.

The Code and Theory network is comprised of nearly 2,000 people with 50% engineers and 50% creative talent. We’re always on the lookout for smart, driven, and forward-thinking people to join our team.

The compensation range for this role is $225,000 - $300,000 and spans multiple levels. We’re open to hiring at the level that best matches the right candidate’s experience. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, budget, and location.

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.

About the Role

This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative. We’re deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth.

This is a full-ownership role — you’ll define how these products are sold, implemented, and grown, and you’ll work directly with enterprise customers from the earliest stages of evaluation through long-term success. You’ll report to the Co-CEO and partner closely with Product, Engineering, CX, and GTM.

This role is balanced equally between pre-sales and post-sales. You’re not just winning deals — you’re owning the full customer lifecycle from close through expansion.

Responsibilities

• Own the full GTM lifecycle for Sales Planning — from market positioning through customer go-live and expansion. Catalyst will also fall under this role as a smaller, secondary objective
• Define go-to-market strategy, including positioning, packaging, and the use cases that deliver the most value for revenue and finance leaders
• Develop and operationalize the sales and implementation motion, and bring Product, CX, and GTM along on the strategy
• Evaluate the effectiveness of our current Sales Planning GTM motion and be open to evolving the approach — including testing dedicated or overlay selling models — based on market feedback and customer outcomes
• Partner with EPD leadership to influence product decisions that impact GTM success — use case prioritization, positioning, and implementation requirements — while respecting that EPD owns final decisions on product development and platform architecture
• Work closely with Product to translate market feedback into a roadmap that builds toward durable, scalable revenue
• Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data
• Form and test hypotheses on how to accelerate awareness, conversion, and adoption across the full funnel from lead to renewal
• Serve as the escalation point for customer issues — not to manage every escalation directly, but to identify thematic patterns and drive systematic process fixes
• Partner with cross-functional leaders across Product, Engineering, CX, and GTM to align on strategy, build the enablement needed to sell and support both products at scale, and hold the organization accountable to execution
• Surface customer and market insights to leadership to inform product direction, company strategy, and where we invest next
• Today, Sales Planning GTM resources are allocated across implementation, CX, and GTM functions — you’ll coordinate their work through dotted-line relationships. As the product scales, you’ll build a dedicated team reporting to you

Requirements

• 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS
• Deep expertise in Sales Planning — territory design, quota methodology, capacity modeling. Ideally, you’ve worked at a Sales Planning vendor (Anaplan, Varicent, Xactly) or services firm implementing SPM, or you’ve led a Sales Planning rollout in-house at an enterprise company. A combination of domain expertise and go-live experience is ideal
• Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion
• Strong presence with enterprise buyers — comfortable owning the commercial and technical conversation with senior revenue and finance leaders
• Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority
• Comfortable operating in a product that is still finding its footing in enterprise — able to make scope calls, set expectations, and move forward without perfect information
• Familiarity with incentive compensation management and how it connects to sales planning is a strong plus
• Experience with partner-led or SI-driven implementation motions is a plus
• Exposure to AI-powered product capabilities or agentic workflows is a plus

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 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.

$270,000 - $300,000 a year

The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $270,000-$300,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE is just one component of CaptivateIQ’s competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.

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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Code and Theory is a digital-first creative and technology agency that builds products, platforms and experiences for global brands. We combine engineering, design, data and strategy to deliver transformative digital solutions at scale.

This role leads the GTM pillar of the Adobe practice. Roughly 50% pursuits and solutioning, 25% Adobe alliance and account growth, 15% building offerings and accelerators, 10% leading a team. That will tilt heavily toward pursuits in quarters where the pipeline is hot.

WHAT YOU’LL DO

• Lead technical solutioning on enterprise pursuits: architecture narrative, effort estimation, staffing shape, scope definition and pricing input
• Own the pitch, build the story, stand in front of client executives alongside creative and strategy leads, and defend the approach under pressure
• Decide what to chase and what to decline, and make the case for walking away when the work isn’t right
• Produce estimates that hold up  and own estimate-versus-actual accuracy as a practice discipline
• Be the commercial and technical face of Code and Theory inside Adobe: field teams, product, partner organization
• Drive the co-sell motion, build named relationships, generate referral flow, and position us on deals before they reach RFP
• Support Adobe’s own sales motion, including forward-deployed architects who run proofs of concept and value-realization work at Adobe’s clients
• Know when to recommend against Adobe’s preferred product because it’s wrong for the client and hold that line
• Expand existing engagements through consulting-led growth rather than staffing volume
• Convert implementation projects into multi-year retained relationships, including structuring commercial models that let clients flex without renegotiating
• Build an independent client base rather than depending on referred work
• Create productized offerings, accelerators, reference architectures and demo assets the practice can reuse and sell
• Establish the pursuit process: qualification, solutioning, review, handoff, and make it repeatable across a growing team
• Own the clean handoff into delivery, and stay accountable after signature when scope or expectations need renegotiating
• Hire, lead and grow a team of solution architects and pre-sales specialists across the US
• Own performance management, development and compensation for that team
• Establish AI-native working across the pursuit motion using Claude, Cursor and equivalent tooling to accelerate RFP response, solution documentation, estimation and demo building, and building agentic tooling where it earns its place

WHAT YOU’LL NEED

• 15+ years in technology, including 5+ years owning a revenue or pipeline number
• Demonstrable growth you personally drove: portfolio value, win rate, average deal size, account expansion
• Experience owning or heavily influencing pursuits at $1M+, and comfort operating at $10M+ program scale
• A track record of commitments that held
• Deep working knowledge of Adobe Experience Cloud - AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO - sufficient to shape a solution and hold a client architecture conversation
• Enough command across content, data and work management to know which products fit a problem and which don’t
• Genuine experience of the Adobe partner motion: co-sell, alliance management, field relationships
• Experience owning end-to-end RFP responses: strategy, entity assembly, narrative coherence, and delivering the pitch
• Executive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline or price
• Experience with US and EU enterprise clients; APAC useful
• Direct management of a client-facing team, including performance reviews and compensation decisions
• Experience working with offshore and nearshore delivery - India, LATAM, Philippines - and making that partnership work in practice rather than nominally
• Agency or consultancy background; understanding of billability, utilization and margin, and why an inaccurate estimate is a commercial failure
• Hands-on daily use of AI tooling: RFP response, solution documentation, estimation, demo development
• Experience building or directing agentic tooling, not only consuming AI features
• Ability to establish AI-native practice across a team, including with people who are skeptical

NICE TO HAVE

• Prior time inside Adobe, or extensive partner-side work deploying Adobe services
• Experience building a practice or offering portfolio from an early stage
• Adobe certifications across multiple products
• Experience selling into agency networks or holding-company structures
• Published thought leadership, or an active presence in the Adobe ecosystem

ABOUT US

Born in 2001, Code and Theory is a digital-first creative agency that sits at the center of creativity and technology. We pride ourselves on not only solving consumer and business problems, but also helping to establish new capabilities for our clients. With a global client roster of Fortune 100s and start-ups alike, we crave the hardest problems to solve. We have teams distributed across North America, South America, Europe, and Asia. The Code and Theory global network of agencies is growing and includes Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic.

Striving never to be pigeonholed, we work across every major category: from tech to CPG, financial services to travel & hospitality, government and education to media and publishing. We value the collaboration with our client partners, including but not limited to Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok.

The Code and Theory network is comprised of nearly 2,000 people with 50% engineers and 50% creative talent. We’re always on the lookout for smart, driven, and forward-thinking people to join our team.

The compensation range for this role is $225,000 - $300,000 and spans multiple levels. We’re open to hiring at the level that best matches the right candidate’s experience. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, budget, and location.