West Coast, United States (remote) - Full time
We believe in building incredible software that’s affordable, easy to use, solves customer problems, and that our customers can try for free and buy themselves. We’re inspired by companies like Atlassian, Canva, Datadog, and Slack who have built amazing products with incredibly sales-efficient businesses. This product-led growth strategy has seen us expand to hundreds of customers like Shopify, Boston Consulting Group, Square, VMware, GitLab, and more.
We’ve achieved all of this from Sydney, Australia – with only a few key individuals working on sales and developing our Enterprise business. Enterprise has been growing at 18% month-on-month, with the majority of customers located in North America and Europe. We’ve recently raised capital to accelerate this growth, with backing from Australia’s leading VC firm, Blackbird Ventures (investors in Canva and SafetyCulture), and by US-based Felicis Ventures (investors in Adyen, Shopify, and Notion).
In the next 4 to 12 months we'll be looking to establish a presence in North America to enable us to better serve our global customer base, and fuel continued Enterprise growth. We’re looking for expressions of interest from individuals who are excited to help shape our North American presence and to accelerate our growth by complementing the self-service sales model that has taken us to where we are today.
In this timeframe, we’ll be working to identify a physical presence for Dovetail somewhere in the North American West Coast. We are looking to start conversations with talented individuals who may be interested in coming onboard as we work towards this goal. While establishing a presence, we are open to individuals starting remotely with the view to be a key hire in developing our physical presence, and fuelling our continued Enterprise growth in North America.
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.
As as the first sales-focused hire outside of Australia, we're looking for someone to:
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.
Spend at least 3 months a year in Sydney. International travel restrictions and visas permitting, we're looking for someone to spend significant time in sunny Sydney, working with the team to build context, get a feel for the team culture, and work with leadership to develop sales processes that can be scaled globally.
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.
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.
With a focus on Enterprise Sales 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.
Competitive base salary plus equity. Even though we’re a small startup, we offer competitive salaries and great equity.
KitKat days. We understand the importance of mental health and wellbeing. These are extra paid days holiday for the whole company where everyone can take a break.
Travel to sunny Sydney. International travel restrictions and visas permitting, you'll have the opportunity to spend significant time in sunny Sydney to work closely with the team.
Annual company retreats. We try to go away every year! As one of the first hires outside of Sydney, annual retreats will be a great way for you to build relationships with the wider team.
Personal learning and development budget. We’re a big fan of personal development, and prefer to home-grow leaders rather than filling leadership / management externally.
Remote office budget. While we work towards establishing a physical presence, you'll have budget for whatever you need while working remotely.
Personal development. Regular lunch and learn events, opportunities for presenting at webinars and conferences, and networking through our investor community.
You must be based in the West Coast of North America for this role, with the willingness to travel to Sydney, Australia at least once a year. If you fit the criteria and the job description sounds exciting, please apply now.