Account Executive (Enterprise)

Dovetail is the Customer Intelligence Platform for the entire organization. We unify fragmented feedback from every touchpoint, including sales calls, support tickets, and research, into a single AI-powered intelligence layer that empowers every team to build, sell, and serve with confidence. Founded in 2017, we are a team of 100+ across our offices in Sydney and San Francisco, working with thousands of teams from Fortune 500 companies to the world’s most innovative startups. The best never guess. We help teams turn the noise of thousands of customer interactions into the signal required to move faster, prioritize better, and drive revenue. THE ROLE We'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.

• Become a Dovetail expert.

• 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.

• 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.

• 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.

• 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.

• Showcase mastery of AI‑driven CX platforms: In your resume and interview, reference concrete wins where you sold or upsold analytics, feedback, or AI‑enhanced solutions (e.g., Qualtrics, Gong, or even Dovetail’s competitors). Prepare a 2‑minute “case study” describing the prospect’s pain, the data‑centric solution you pitched, the sales cycle length, and the revenue impact.
• Demonstrate remote‑first selling infrastructure: List the specific tools you use daily (Salesforce or HubSpot for pipeline, Outreach for sequencing, Zoom/Teams for demos, Gong for call analytics, Slack for internal collaboration). Bring screenshots or a short video tour of your customized sales dashboard to prove you can manage a high‑velocity enterprise funnel without a physical office.
• Quantify enterprise‑level quota achievement with context: Instead of a flat “$2M ARR quota,” break it down: average deal size, sales cycle (e.g., 6‑9 months), number of stakeholders engaged, and the strategic accounts you closed (Fortune 500, SaaS, etc.). Highlight any cross‑functional deals that involved product, legal, and finance teams—mirroring Dovetail’s “full‑cycle” expectations.
• Prepare a “customer intelligence” audit for a target prospect: Pick a public company in Dovetail’s TAM (e.g., a fintech or health‑tech firm). Pull recent NPS, support ticket trends, or public earnings call excerpts, then draft a 1‑page insight report showing how Dovetail could consolidate those signals into actionable insights. Bring it to the interview to prove you think like a Dovetail customer.
• Negotiate salary with data on remote enterprise AE comps: Research levels at comparable SaaS firms (e.g., Gainsight, Mixpanel, Amplitude). Create a concise table of base, OTE, and equity ranges for U.S. remote roles at 100‑200 % quota. Use this to anchor your ask, referencing Dovetail’s growth stage and the strategic impact of the enterprise portfolio you’ll own.