Account Executive (Strategic)

What you’ll do

Your background

Dovetail is the world’s leading customer insights hub, helping thousands of teams build better products. From user feedback and customer interviews to support tickets and sales calls, Dovetail helps you uncover insights fast—no matter the method. Driven by ambition and innovation, the Dovetail team is customer-obsessed and on a mission to help the world improve the quality of every thing. Join the ranks of Atlassian, The New York Times, Spotify, Universal, Porsche, Starbucks, and thousands more as they put their customer first with Dovetail and improve the quality of their thing.

Founded in 2017 by Benjamin Humphrey and Bradley Ayers, Dovetail has 100+ employees across offices in Sydney and San Francisco.

Who you’ll work closely with

• Manage the sales process with strategic 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 accounts. You’ll develop and maintain strong relationships with key stakeholders at our largest accounts. You'll 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 engage 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.

• 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!

Compensation Range: $135,000-$147,500 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.