Startups > CaptivateIQ

CaptivateIQ

CaptivateIQ helps sales operations teams automate commission management and sales planning.

Series C $168M total Founded 2017 San Francisco, California

CaptivateIQ is a Sales Performance Management (SPM) platform that automates commission calculations, quota management, territory planning, and incentive forecasting for sales operations teams. The platform aggregates data from systems like Salesforce and NetSuite to replace manual spreadsheets with real-time visibility and scalable governance. Built for mid-market and enterprise organizations, CaptivateIQ combines spreadsheet-like flexibility with enterprise automation, enabling teams like Gong to process monthly payouts 60x faster while reducing commission inquiries by 30%. The platform now includes AI-powered planning capabilities and personalized payee experiences launched in 2025.

Problem solved

Sales operations teams spend excessive time on manual commission calculations, territory management, and quota setting using error-prone spreadsheets, delaying payouts and creating transparency issues for sales reps.

Target customer

Mid-market to enterprise B2B companies with 50+ sales representatives and complex commission structures; particularly SaaS and high-growth companies managing 800+ employees

Website LinkedIn Crunchbase

Founders

Mark Schopmeyer

Co-Founder & Co-CEO

UC Berkeley alumnus who experienced commission calculation pain firsthand in previous sales operations roles; Y Combinator Winter 2017 cohort.

Conway Teng

Co-Founder

Previously at Gusto; UC Berkeley graduate who worked with Mark on commission management challenges.

Hubert Wong

Co-Founder

UC Berkeley graduate; founding team member from Y Combinator Winter 2017.

Funding history

Seed $120K March 2018 Led by Unknown · Y Combinator

Series A Unknown May 2020 Led by Amity Ventures · S28 Capital

Series B $46M Unknown Led by Accel · Amity Ventures, S28 Capital, Sequoia, Y Combinator

Series C $100M Unknown Led by ICONIQ Growth · Sequoia, Accel, Sapphire Ventures

Total raised: $168M

Industries

Management Information Systems Data Integration SaaS Sales

Pricing

SaaS pricing starting at $7,200 per user annually with minimum contract value of $10,000. Pricing is customized based on number of payees, compensation complexity, and required integrations.

Notable customers

Amplitude, Gong, Hopin, Affirm, Boston Scientific, Datadog, Netflix, ClassPass, Grammarly, Intercom, TripActions, Udemy, Newfront Insurance, JMAC Lending, Planview, Lattice

Integrations

Salesforce, NetSuite

Website

captivateiq.com/

Competitors

Xactly Incent

Legacy enterprise platform; CaptivateIQ offers more modern, flexible interface with better mid-market positioning.

Varicent

Enterprise-focused SPM player; CaptivateIQ better suited for growth-stage companies seeking faster implementation.

QuotaPath

Lighter-weight commission tool; CaptivateIQ offers broader SPM capabilities including planning, territory management, and forecasting.

Spiff

Commission acceleration tool; CaptivateIQ provides more comprehensive sales operations platform.

ZenCentiv

Niche commission player; CaptivateIQ offers integrated sales planning alongside compensation management.

Why this matters: CaptivateIQ is the fastest-growing Sales Performance Management platform, having raised $168M at a $1.25B valuation and achieving adoption among 28 Forbes Cloud 100 companies. The November 2025 launch of AI-powered payee experiences and August 2025 integration of planning capabilities positions it as an emerging leader beyond commission automation into full sales operations orchestration.

Best for: Sales operations leaders at mid-market and enterprise B2B companies who need to scale commission management, territory planning, and quota setting without manual spreadsheets.

Use cases

Reducing Commission Calculation Time

Planview decreased routine calculation time by 90% using CaptivateIQ to automate monthly commission processing. The platform aggregates data from multiple sources, applies complex rules, and generates accurate statements in minutes instead of weeks. This frees operations teams to focus on strategic initiatives rather than spreadsheet maintenance.

Decreasing Commission Inquiries

Intercom reduced commission-related support inquiries by 30% after implementing CaptivateIQ's transparent commission statements and real-time visibility features. Sales reps can now see their commission calculations and earning potential in real-time, reducing confusion and support overhead.

Accelerating Monthly Payouts

Gong processes monthly commission payouts 60x faster with CaptivateIQ compared to their previous process, while maintaining accuracy. The platform's automation eliminates manual verification steps and ensures payouts occur on predictable schedules.

Sales Planning & Territory Management

Organizations use CaptivateIQ Planning (launched September 2024) to coordinate commission incentives with territory design, quota setting, and forecasting. This integrated approach ensures compensation strategies align with sales goals and organizational changes.

Alternatives

Xactly Incent Choose Xactly for established enterprise deployments requiring extensive legacy system integrations; CaptivateIQ better for modern SaaS organizations.

Varicent Choose Varicent for Fortune 500-level complexity; CaptivateIQ better for growth-stage companies and faster time-to-value.

QuotaPath Choose QuotaPath for lightweight, self-service commission tracking; CaptivateIQ better for organizations needing integrated planning and forecasting.

FAQ

What does CaptivateIQ do? +

CaptivateIQ is a Sales Performance Management platform that automates commission calculations, quota management, territory planning, and sales forecasting. It aggregates data from Salesforce and NetSuite, applies complex compensation rules, and provides real-time visibility to sales reps and operations teams. The platform replaces manual spreadsheets with automated, scalable governance across sales organizations.

How much does CaptivateIQ cost? +

CaptivateIQ pricing starts at $7,200 per user annually with a minimum contract value of $10,000. Final pricing is customized based on the number of payees, compensation complexity, and required integrations. Contact their sales team for detailed pricing aligned to your specific needs.

What are alternatives to CaptivateIQ? +

Top alternatives include Xactly Incent (enterprise-focused legacy platform), Varicent (comprehensive SPM for large enterprises), QuotaPath (lightweight commission tool), Spiff (commission acceleration), and ZenCentiv (commission-specific solution). Choice depends on company size, complexity, and integration requirements.

Who uses CaptivateIQ? +

Over 800 companies use CaptivateIQ, including 28 Forbes Cloud 100 companies and notable customers like Gong, Affirm, Boston Scientific, Datadog, Netflix, Amplitude, and ClassPass. The platform is best suited for mid-market to enterprise B2B SaaS companies with complex commission structures and 50+ sales representatives.

How does CaptivateIQ compare to Xactly Incent? +

CaptivateIQ is built for modern revenue organizations with a more flexible, user-friendly interface, while Xactly Incent is a legacy enterprise platform requiring longer implementations. CaptivateIQ offers stronger mid-market positioning, faster deployment, and integrated sales planning capabilities. Xactly is better for Fortune 500 companies with existing enterprise SPM infrastructure.

What makes CaptivateIQ different? +

CaptivateIQ combines spreadsheet-like flexibility with enterprise-grade automation and is the only platform integrating commission management with sales planning (territories, quotas, forecasting). It's designed specifically for modern SaaS and growth-stage companies, delivering faster implementations and real-time visibility that reduces commission inquiries by up to 30%.

Does CaptivateIQ have AI features? +

Yes. In August 2025, CaptivateIQ launched an AI-infused next-generation platform with predictive modeling capabilities. In November 2025, it introduced an AI-Powered Payee Experience that provides real-time clarity, confidence, and coaching to commission-earning employees.