Account Executive (Mid-market)

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 opportunity

We’re looking for a Mid-market Account Executive to join Dovetail and own the full sales cycle. You’ll partner with some of the world’s most innovative teams to solve complex problems with a consultative, product-led approach - while helping shape how our Customer Intelligence Platform scales. If you love building deep customer relationships 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 & Florida.

What you will do

• Manage the end-to-end sales process. You'll own the full sales cycle for our mid-market 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.

• 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 market so that you can effectively help our prospects.

• Develop and maintain amazing relationships with your prospects. You foster a desire to lead stakeholders in every interaction throughout the entire sales cycle to ensure a delightful and positive experience. You'll partner with customer success during the sales process to ensure your prospects are set up for success as they adopt Dovetail.

• Help mature our global mid-market business. You'll work with the Sales team to contribute to the overall growth of our global small to medium-sized business, and pioneer new practices to improve our sales efficiency as we mature our product-led sales strategy.

What you will bring

• Experience in a consultative sales role for a SaaS business.

• Proven experience performing 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 sales cycles, while delivering a delightful customer experience throughout the process.

• Strong analytical and problem-solving skills, with the operational skills to develop, report on, simplify, and improve sales processes.

• 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.

• 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 start-up.

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.