The roleWe're looking for an Enterprise Account Executive to join Dovetail and own the full sales cycle for our largest and most strategic accounts. You'll partner with some of the world's most sophisticated organizations to solve complex problems with a consultative, value-led approach, while helping shape how our Customer Intelligence Platform scales into the enterprise. If you love navigating multi-stakeholder deals and want to have a real impact in a high-growth SaaS environment, this role is for you.
Please note that we're only able to accept applicants who are based in the following states for this role:
California, Texas, Michigan, New Jersey, Arizona, New York, and Florida.What you will do- Manage the end-to-end enterprise sales process. You'll own the full sales cycle for our largest prospects, from initial engagement to close, running multi-threaded deals across procurement, IT, legal, security, and executive stakeholders. You'll navigate long, complex cycles without losing momentum.
- Employ a consultative, value-based sales approach. You'll build a business case tailored to each stakeholder, from the economic buyer to the technical evaluator, and deliver demonstrations that speak to each audience's priorities.
- Sell an AI-native platform, the AI-native way. You'll speak fluently to how Dovetail's AI turns fragmented feedback into decision-ready intelligence, including how it handles enterprise-grade security and governance questions, and you'll use AI tools yourself to research accounts, prepare for multi-stakeholder calls, and manage the volume of detail a long enterprise cycle demands.
- Become a Dovetail expert. You'll develop an intimate knowledge of how Dovetail works, what Dovetail is capable of, and an understanding of the competitive and market landscape at the enterprise tier so you can position confidently against alternatives.
- Build and manage a strategic account plan. You'll map organizations, identify champions, and build relationships across departments to expand your footprint within each account over time.
- Develop and maintain deep executive relationships with your prospects. You'll manage the trust and stakeholder alignment that enterprise deals require, and partner closely with customer success to ensure a smooth handoff and a strong foundation for expansion.
- Help mature our Enterprise go-to-market motion. You'll work with the Sales team to refine how we sell into large, complex organizations, and pioneer new practices as we build out our product-led sales strategy.
What you will bring- Experience in a consultative, value-based sales role for an enterprise SaaS business.
- Proven experience closing large, complex deals in a high-growth sales environment. Help us identify you by sharing your results, including deal size and cycle length. Ideally, you would have also contributed to building an enterprise sales motion at an early-stage company.
- Extensive experience managing multi-stakeholder sales cycles, including procurement, security, and legal review processes, while delivering a positive experience for every stakeholder involved.
- AI fluency as a working habit. You already use AI tools to prospect, research, and prepare for complex deals, and you can point to specific ways they've made you faster or sharper, not just that you've tried them.
- Strong analytical and problem-solving skills, with the operational skills to develop, report on, simplify, and improve sales processes.
- Executive-level communication so you can convey your thoughts, opinions, and recommendations clearly to senior stakeholders and internal teammates alike.
- The right attitude towards a sense of urgency, risk, and ambiguity that naturally comes with working at an early-stage start-up, balanced with the patience a long enterprise cycle demands.
