Account Executive – Enterprise

This is a fully remote position, open to applicants in Arizona, +6 more states.

📋 Description

• Oversee the complete enterprise sales process. You will take charge of the entire sales cycle for our most significant prospects, from the first engagement to closing, managing multi-threaded deals across procurement, IT, legal, security, and executive stakeholders. You will adeptly navigate lengthy, intricate cycles while maintaining momentum.

• Utilize a consultative, value-driven sales methodology. You will create a business case customized for each stakeholder, from the economic buyer to the technical evaluator, and present demonstrations that align with each audience's priorities.

• Promote an AI-native platform using an AI-native approach. You will articulate how Dovetail's AI transforms fragmented feedback into decision-ready intelligence, addressing enterprise-grade security and governance concerns, and you will employ AI tools to conduct account research, prepare for multi-stakeholder calls, and manage the extensive details required for a lengthy enterprise cycle.

• Become a Dovetail authority. You will gain in-depth knowledge of how Dovetail operates, what it can achieve, and understand the competitive and market landscape at the enterprise level to position yourself confidently against alternatives.

• Create and oversee a strategic account plan. You will analyze organizations, identify champions, and cultivate relationships across departments to gradually expand your influence within each account.

• Forge and sustain robust executive relationships with your prospects. You will cultivate the trust and stakeholder alignment essential for enterprise deals and collaborate closely with customer success to ensure a seamless transition and a solid foundation for expansion.

• Contribute to the maturation of our Enterprise go-to-market strategy. You will collaborate with the Sales team to enhance our approach to selling to large, complex organizations and innovate new practices as we develop our product-led sales strategy.

⛳️ Requirements

• Experience in a consultative, value-based sales role within an enterprise SaaS company.

• Demonstrated success in closing large, complex deals in a high-growth sales environment. We encourage you to share your achievements, including deal size and cycle length. Ideally, you would have also played a role in establishing an enterprise sales strategy at an early-stage company.

• Extensive experience in managing multi-stakeholder sales cycles, including procurement, security, and legal review processes, while ensuring a positive experience for every stakeholder involved.

• Proficiency in AI as a standard practice. You already leverage AI tools for prospecting, researching, and preparing for complex deals, and you can cite specific instances where they have enhanced your efficiency and effectiveness.

• Strong analytical and problem-solving abilities, along with the operational skills needed to develop, report on, simplify, and enhance sales processes.

• Executive-level communication skills, enabling you to articulate your thoughts, opinions, and recommendations clearly to both senior stakeholders and internal team members.

• A proactive attitude towards the urgency, risk, and ambiguity that typically accompanies working in an early-stage startup, balanced with the patience required for a lengthy enterprise cycle.

🏝️ Benefits

• Equity for all. Competitive base salary along with stock options, ensuring that every contributor is aligned with long-term impact.

• A conducive environment for your best work, wherever you are. Our Sydney office is designed for in-person collaboration, while our US team operates with a flexible remote setup. No matter the arrangement, you have what you need.

• Built-in connection. Participate in a Doveclub, regularly bond with your team, and celebrate both small wins and significant milestones with the entire company.

• Opportunities for learning and growth. Enjoy flexible learning and development (L&D) and wellness benefits, choosing between a generous $3000 L&D allowance or up to $1000 for wellness purposes.

• Time to unwind. Four weeks of accrued leave, floating public holidays, and additional bonus Kit Kat days throughout the year.

• Work from anywhere. Enjoy up to four weeks a year working from any location worldwide. You can split this time or take it all at once.

• Generous parental leave policy. We offer 20 weeks for primary caregivers and 12 weeks for secondary caregivers, along with support for returning to work.

• Four weeks after four years. In recognition of loyalty, take an additional four weeks off to recharge after four years with us.

• Exceptional US benefits. Comprehensive health, dental, vision, 401(k), and additional perks through Sequoia.