Senior Account Executive

Our MissionAt Dockwa, our mission is to revolutionize the marina industry by connecting marinas and boaters through a seamless, end-to-end software platform. We empower marinas to streamline their operations, increase revenue, and provide an exceptional experience for their customers.
Our TeamWe’re a dedicated group of builders, innovators, and problem-solvers. As part of the Sales team, you’ll collaborate not only with your direct colleagues but also with Customer Success, Product, and Marketing teams. We believe in fostering a community of continuous improvement and shared success—where each person is empowered to make a lasting impact.
Our CultureDockwa thrives on a culture of collaboration, innovation, and ownership. We value autonomy and the spirit of learning-by-doing. Our team members are driven by a shared goal: to redefine an entire industry. We champion a culture where people feel connected to our core values—operating with integrity, focus, and the curiosity to solve real-world problems every day.
The RoleAs a Senior Account Executive at Dockwa, you will manage mid-market accounts, take ownership of complex sales cycles, and serve as a mentor and leader within the sales organization. You’ll work cross-functionally with internal teams, ensuring the highest level of customer success while driving revenue growth.

What You Will Do:

• Full-Cycle Ownership & Mid-Market Sales
• Cover a territory of key accounts, identifying marinas that align with Dockwa’s software solutions.
• Manage and own the entire sales cycle for mid-market accounts, from prospecting to close.
• Conduct in-depth discovery calls, aligning Dockwa’s solutions with the specific needs of marina operators.
• Advanced Consultative Selling & Demonstrations
• Build and nurture relationships with key decision-makers at marinas, developing a deep understanding of their business objectives.
• Conduct tailored product demonstrations that clearly articulate Dockwa’s value and long-term ROI.
• Negotiation & Closing Expertise
• Lead pricing discussions, ensuring deals are structured for maximum mutual benefit while adhering to company guardrails.
• Effectively handle objections and facilitate multi-stakeholder decision-making processes.
• Successfully execute contracts and ensure timely follow-ups for seamless onboarding.
• Team Leadership & Mentorship
• Manage, coach, and train junior sales team members, helping them exceed their quotas and professional growth goals.
• Serve as a Pod Lead, driving a high-performing, collaborative team culture.Continuously improve sales processes by sharing expertise, best practices, and strategic insights.
• Cross-Functional Collaboration
• Partner with Customer Success and Account Management teams to ensure strong post-sale experiences.
• Provide critical market feedback to Marketing and Product teams, contributing to Dockwa’s product roadmap.
• Pipeline Management & Forecasting
• Maintain an accurate CRM, tracking pipeline progression, revenue forecasting, and key prospect insights.
• Analyze sales data and leverage metrics to improve processes and optimize deal strategies.

Who You Are:

• Experienced SaaS Sales Professional
• You have 5–7 years of full-cycle SaaS sales experience, with a strong record of closing mid-market deals.
• You have a disciplined, process-driven sales approach and a consultative selling style.
• Proven Deal Closer & Negotiator
• You excel at managing complex sales cycles with multiple stakeholders and decision-makers.
• You are skilled at handling objections, structuring deals, and confidently leading pricing discussions.
• Leadership & Mentorship Capabilities
• You have experience coaching or leading sales teams, with the ability to manage and mentor junior team members.
• You empower your peers through guidance, training, and shared knowledge.
• Consultative & Customer-Centric Mindset
• You prioritize long-term client success over transactional sales, ensuring strong customer relationships.
• You take a data-driven approach to prospecting and deal structuring, leveraging analytics for decision-making.
• Excellent Communicator & Problem-Solver
• You have the ability to simplify complex concepts and clearly articulate value propositions.
• You thrive in collaborative environments, working closely with internal teams to refine sales strategies.

Qualifications:

• 5–7 years of experience in B2B SaaS sales, with a proven track record of closing mid-market deals.
• Strong ability to navigate complex sales cycles, ha