Account Executive II

76 billion by 2026. As a seasoned Account Executive, you understand the importance of advanced selling competencies, negotiation, and deal closure. With Dockwa's innovative approach to modernizing the marine industry, this Account Executive II role stands out as a unique opportunity to drive growth and make a lasting impact. Before applying, consider how your skills in Excel, sales cycle management, and customer relationships can contribute to Dockwa's mission.

## About the Role As an Account Executive II at Dockwa, you will play a pivotal role in driving the company's mission to modernize the marine industry through cutting-edge technology solutions. Your expertise in SaaS sales, combined with your ability to understand and address the operational challenges of marinas, will be crucial in expanding Dockwa's reach and customer base. You will be working closely with a dedicated team of professionals who share a passion for innovation and customer satisfaction.

The marine industry, traditionally conservative in its approach to technology, presents a significant opportunity for growth and innovation. With Dockwa's commitment to empowering marinas with intuitive, powerful software, you will be at the forefront of transforming how marinas operate and how boaters experience their time on the water. Your role will not only involve selling a product but also contributing to the development of a more efficient, customer-centric industry.

Your day-to-day activities will involve managing a comprehensive sales cycle, from initial prospecting to closing deals, with a focus on building strong relationships with marina owners and operators. You will be working independently, with the autonomy to make decisions that align with Dockwa's sales strategy, while also mentoring junior team members and sharing your expertise to enhance the team's overall performance.

## What You Will Do - Conduct thorough research on your designated territory to identify high-value marina prospects, utilizing CRM data for insights.

• Develop and execute a tailored sales strategy for each prospect, aligning Dockwa's solutions with their specific needs and goals.
• Engage in consultative selling, understanding each marina's operational challenges and positioning Dockwa's software as the solution.
• Prepare and deliver product demonstrations that highlight the unique value proposition of Dockwa's technology.
• Negotiate and close deals, ensuring that the agreements benefit both the marina and Dockwa, while adhering to established guidelines.
• Collaborate with the Customer Success and Account Management teams to ensure a seamless post-sale handoff and onboarding experience for new clients.
• Provide detailed handoff notes and client insights to facilitate long-term success and relationship building.
• Share best practices and mentor junior sales team members to improve overall sales performance and processes.
• Participate in cross-functional meetings, offering critical market feedback to Product, Marketing, and Success teams.
• Manage your sales pipeline effectively, updating CRM systems with prospect information and accurately forecasting revenue and sales stages.
• Analyze data to measure your performance, setting and achieving monthly sales goals that align with Dockwa's overall objectives.

## What We Are Looking For - 2-5 years of experience in full-cycle SaaS sales, with a proven track record of meeting and exceeding sales quotas.

• Advanced selling competencies, including the ability to articulate complex concepts simply and influentially.
• Strong negotiation and deal closure skills, with the ability to structure beneficial agreements for both parties.
• Experience with CRM software and data analysis tools, with proficiency in Excel.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and team members.
• A disciplined and process-driven approach to sales, with a continuous focus on refining and improving sales strategies.
• Ability to work independently and as part of a team, mentoring junior members and contributing to the team's growth.
• Strong understanding of the sales cycle, from prospecting to close, with the ability to manage multiple stages simultaneously.

## Nice to Have - Experience in the marine or a related industry, with an understanding of the operational challenges faced by marinas.

• Knowledge of sales enablement tools and technologies, such as sales automation software.
• Certification in sales or a related field, demonstrating a commitment to professional development.
• Experience with data-driven sales strategies, using insights to inform and improve sales approaches.

## Benefits and Perks - Competitive salary and benefits package, designed to attract and retain top talent in the industry.

• Opportunity to work with a cutting-edge technology company that is transforming the marine industry.
• Collaborative and dynamic work environment, with a team of dedicated professionals who share a passion for innovation.
• Professional development opportunities, including training and mentorship programs to enhance your skills and career growth.
• Flexible work arrangements, including remote work options, to ensure a healthy work-life balance.
• Access to the latest sales tools and technologies, enabling you to perform at your best and stay ahead of the curve.
• Recognition and reward for outstanding performance, including incentives and bonuses for achieving sales targets.

- Ensure your resume and cover letter are tailored to the SaaS sales industry, highlighting your experience with sales cycles, customer relationships, and CRM software.

• Develop a strong understanding of Dockwa's products and mission, demonstrating your ability to articulate the company's value proposition and how it addresses the needs of marinas.
• Prepare examples of your sales successes, particularly those that involved negotiating and closing complex deals, and be ready to discuss your strategies and approach.
• Research the marine industry and the challenges faced by marinas, showing your willingness to understand the sector and contribute to its transformation.
• Emphasize your ability to work independently and as part of a team, and your experience in mentoring or leading other sales professionals.
• Be prepared to discuss your experience with data analysis and how you use insights to inform and improve your sales strategies.