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, Massachusetts, 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.

Why you'll love it here

We hire smart people and look after them well! Here's the deal:

📈 Equity for everyone. Competitive base salary plus options, so every builder is aligned on long-term impact.

🏢 A place to do your best work, wherever you are. Our Sydney office is built for in-person first collaboration. Our US team runs on a flexible remote setup. Either way, you've got what you need.

🤝 Built in connection. Join a Doveclub, bond with your team regularly, and celebrate the small wins, big milestones, and cultural moments with the whole company.

📚 Learn and thrive. Flexible L&D and wellness benefits, choose between a generous $3000 L&D allowance, or up to $1000 on wellness.

🌴 Time to recharge. Four weeks of accrued leave, floating public holidays, and gifted bonus Kit Kat days sprinkled throughout the year.

🌍 Four weeks from anywhere. Up to four weeks a year doing your job from anywhere in the world. Split it up or use it all at once.

🍼 Generous parental leave. We offer 20 weeks for primary caregivers, 12 weeks for secondary caregivers, plus return-to-work support.

🎉 Four weeks at four years. Four years is a long time in tech, and we value loyalty. Take an additional four weeks off to reset and recharge.

🩺 Stellar US benefits. Comprehensive health, dental, vision, 401(k), and more through Sequoia.

At Dovetail, we're building a place where every team member feels supported and valued. We celebrate individualism and want you to show up as your authentic self every day. It’s no secret that diversity builds the best teams, large or small, so we highly encourage applications from people who identify as part of an underrepresented group.

On AI: We expect candidates to already be embedding AI into their day-to-day work. We look for people who are thoughtful and pragmatic in how they use AI—knowing when to leverage it, how to direct it effectively, and how to apply it to improve the quality, speed, and impact of their work.