Account Executive (Strategic)

Job description

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.

What you’ll do

• Manage sales process with Strategic enterprise leads. You’ll own the full sales cycle for our strategic enterprise prospects, from lead to close, through a consultative sales approach. You will help prospects navigate complex sales cycles and manage relationships with procurement, IT, and legal to close new business.
• Manage expansion and growth of our Strategic enterprise customers. You’ll develop and maintain strong relationships with key stakeholders at our largest accounts. You will understand customer needs and objectives to effectively position our products and services as solutions to drive upsell and cross-sell opportunities within strategic accounts.
• Create and execute account plans to drive revenue growth. You’ll partner with Customer Success to ensure your customers are set up for success as they adopt Dovetail, ultimately expanding our footprint within our strategic accounts. You’ll monitor and analyze account health metrics, proactively engaging with customers to ensure satisfaction and continuously deliver value to customers.
• Help mature our business. You’ll work cross-functionally with the Sales, Marketing, Product, and Customer Success teams to contribute to the overall growth of our business, and pioneer new practices to improve our sales efficiency as we mature our product-led sales strategy. You’ll influence and gain cross-functional support for new initiatives that best support the future growth of our strategic accounts.
• 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. 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.

What you’ll bring

• Strong consultative sales experience. Extensive experience in a consultative sales role for a high-growth, SaaS business. Extensive consultative selling skills, with skills to navigate complex enterprise sales cycles, while delivering a delightful customer experience throughout the process.
• Breadth of skills across the sales process. Exceptional analytical and problem-solving skills, with the operational skills to develop, report on, simplify, and improve sales processes.
• Pragmatism. Comfortable with ambiguity and an evolving sales process. Resourcefully solve problems, and able to make pragmatic trade-offs while holding a bigger, strategic goal in mind.
• Highly collaborative working style. Excellent, concise communication so you can easily convey your thoughts, opinions, and feelings with customers and teammates.
• A great attitude. 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. Please take a peek at Dovetail’s commitment to Program ⁵⁰⁄₅₀ and hear why we’re officially a Great Place to Work on our careers page for more info!

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.
• Generous parental leave. We offer an inclusive framework of up to 20 weeks 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.

Compensation Range: $160,000-$200,000 base salary. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits.