Account Executive (Enterprise)

Dovetail is the world’s leading AI-first customer insights hub, on a mission to improve the quality of every thing. We’re redefining what it means to be connected to your customer, giving everyone on the product team fast and easy access to customer insights at any point in the development lifecycle.

Founded in 2017, Dovetail’s team is 100+ and growing across our offices in Sydney and San Francisco. We’re seeking ambitious problem solvers from a diverse range of backgrounds, who are desired for their experience, passionate about their craft, and excited about the work we’re undertaking. If this sounds like you, read on…

Reporting into our Sales Manager located in San Francisco, you’ll partner with our new Customer Success Manager also based in our Sydney office to build out GTM efforts for APAC and be a major contributor to our APAC expansion strategy.

What you'll do

• Manage the end-to-end sales process. You'll own the full sales cycle for our Enterprise prospects, from inbound lead to close, through a consultative sales approach. You will help customers navigate complex sales cycles and manage relationships with procurement, IT, and legal to close new business.
• Employ a consultative sales approach to help our prospects. You'll create and deliver your own consultative demonstrations of Dovetail, tailored to customer needs, for a range of audiences.
• Become a Dovetail expert. You'll develop an intimate knowledge of how Dovetail works, what Dovetail is capable of, and an understanding of the market so that you can effectively help our prospects.
• Develop and maintain amazing relationships with your prospects. You foster a desire to help leads and their stakeholders in every interaction throughout the entire sales cycle to ensure a delightful and positive experience. You'll work partner with customer success during the sales process to ensure your prospects are set up for success as they adopt Dovetail.
• Help mature our global Enterprise business. You'll work with the Sales team to contribute to the overall growth of our global Enterprise business, and pioneer new practices to improve our sales efficiency as we mature our product-led sales strategy.

What you'll bring

• Experience in a consultative sales role for a SaaS business.
• Experience outperforming in a high-growth sales environment. Help us identify you by sharing your results. Ideally, you would have also contributed to an early-stage sales team.
• Extensive consultative selling skills, with skills to navigate complex enterprise sales cycles, while delivering a delightful customer experience throughout the process.
• Exceptional analytical and problem-solving skills, with the operational skills to develop, report on, simplify, and improve sales processes.
• Excellent, concise communication so you can easily convey your thoughts, opinions, and feelings with customers and teammates.
• The right attitude towards a sense of urgency, risk, and ambiguity that naturally comes with working at an early-stage startup.

As an added bonus, it would be incredible if you had:

• Experience selling in research, design, or customer experience product categories.

At Dovetail, we’re passionate about building and fostering an environment where every team member feels supported and valued. We celebrate individualism, welcoming everyone to show up as their authentic selves every day. It’s no secret that diversity builds the best teams, large or small, so we highly encourage applications from people who identify as part of an under-represented group.
Compensation Range: $144,000-$162,000 base salary. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. This role is eligible for incentive compensation, equity and benefits.

Benefits

• Equity for everyone. We put our money where our mouth is. No matter your role, we provide equity for all along with competitive salaries. See your investment grow as Dovetail grows.
• Equal parental leave. We offer an inclusive framework of 20 weeks equal paid leave to support new parents. Every family is unique, so you make the call how you’d like to take care of what matters most.
• Work from Anywhere. Although we’re in-office, you can work from anywhere for up to 4 weeks per year to accommodate life.
• Extra paid days off. Enjoy ad-hoc KitKat days to take a step back and spend it however you like. Hit the beach, spend time with your family, pick up that hobby you’ve been meaning to try, or anything in between!
• Develop and grow. Take a course, attend a lunch and learn, or head to a conference. We love to support you any way we can, so expect Dovetail to be your #1 fan when it comes to achieving your career goals.
• Health is wealth. We’ve got you covered for 100% of the premium plans across medical, dental and vision. We also believe that everyone has the right to mental wellness and support. So every Dovetailer has access to Uprise (Employee Assistance Program) for themselves as well as their families.