Account Executive (Enterprise)

Dovetail's mission is to enable the world to create better products and services through deep customer understanding. We empower 45,000+ people, from agencies to universities to Fortune 100 companies, to make sense of their customer research in one collaborative and powerful research platform.

We have recently established a presence in San Francisco to enable us to better serve our global customer base, and fuel continued customer growth. We've raised capital to further accelerate our growth, with backing from Blackbird Ventures (investors in Canva and SafetyCulture), Felicis Ventures (investors in Adyen, Shopify, and Notion), and Accel (investors in Slack, Dropbox, and Webflow).

You will join us as one of our first sales hires in San Francisco and be a critical contributor in shaping our North American presence. You'll work with the team to mature our sales motion and complement the self-service sales model that has taken us to where we are today.

To learn more about the Dovetail journey, listen to this episode of Blackbird Ventures' Wild Hearts podcast. If you need more convincing on the opportunity for Dovetail, check out Andreessen Horowitz' piece on The Market for User Research Platforms.

• Be a close partner to the Revenue team in Sydney. You'll work with the Revenue team to contribute to the overall growth our global Enterprise business, and pioneer new practices to improve our sales efficiency as we mature our product-led growth strategy.

• Manage inbound sales demand for North America. You'll work with your counterparts in Sydney to divide accountability across 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. You will contribute to our enterprise revenue goal and carry quota in 2022.

• 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 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 Revenue team to contribute to the overall growth our global Enterprise business, and pioneer new practices to improve our sales efficiency as we mature our product-led sales strategy.

As an Account Executive (Enterprise) at Dovetail, ideally you will join us with:

• 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.