Account Executive II

About DockwaDockwa is on a mission to modernize the $230+ billion marine industry. Founded in 2015, we started by streamlining how boaters and marinas connect through real-time transient slip bookings, and quickly expanded to provide a full operating system for marinas nationwide—automating workflows, increasing revenue, and delivering efficiencies across the board. But we’re just getting started. Our ambition is to bring modern, impactful technology solutions to an industry that has traditionally been offline, and we’re looking for passionate individuals to help us lead the charge.
Our MissionWe believe in transforming a historically traditional industry by empowering marinas with intuitive, powerful software. By building an all-in-one platform that integrates reservations, payment processing, and workflow management, we aim to elevate the operational efficiency of our partners and create a seamless customer experience for boaters.
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 an Account Executive II at Dockwa, you’ll cover a key territory of marinas ideally suited for our management solutions. Building on your foundation of SaaS sales experience, you’ll demonstrate advanced selling competencies, mentor junior team members, and independently manage a comprehensive sales cycle—from prospecting and solution alignment to negotiation and closing.

Key Responsibilities:

• Full-Cycle Ownership
• Maintain autonomy and ownership over the entire sales cycle (prospecting to close) for a designated account list.
• Conduct thorough territory research using CRM data to identify and prioritize high-value marina prospects.
• Consultative Selling & Demonstrations
• Understand each marina’s goals and operational challenges, positioning Dockwa’s solutions to align with their objectives.
• Tailor product demonstrations to showcase Dockwa’s unique value in addressing specific pain points.
• Advanced Negotiation & Deal Closure
• Lead pricing discussions, structuring deals that benefit both the marina and Dockwa while adhering to established guardrails.
• Overcome objections by illustrating clear ROI, guiding stakeholders through decision-making, and ensuring timely contract execution.
• Collaboration & Handoff
• Work with Customer Success and Account Management to facilitate seamless post-sale handoffs, ensuring a positive onboarding experience.
• Provide detailed handoff notes and client insights to ensure long-term success.
• Mentorship & Team Enablement
• Share best practices and mentor junior sales team members, improving lead generation and sales processes.
• Actively participate in cross-functional meetings, delivering critical market feedback to Product, Marketing, and Success teams.
• Pipeline Management & Forecasting
• Consistently update CRM systems with prospect information, accurately forecasting revenue and sales stages.
• Use data to measure your performance, setting and achieving monthly sales goals.

Who You Are:

• Seasoned Sales Professional
• You bring 2–5 years of full-cycle SaaS sales experience, with a proven record of meeting and exceeding quotas.
• You’re disciplined and process-driven, consistently refining your sales approach.
• Skilled Communicator & Influencer
• You excel at articulating complex concepts simply, whether presenting in person, via video, or over the phone.
• You’re adept at building consensus among multiple stakeholders and handling objections with confidence.
• Customer-Focused & Consultative
• You thrive on understanding clients’ business objectives, positioning Dockwa’s solutions to drive meaningful outcomes.
• You take pride in offering a partnership rather than a transactional sale.
• Analytical & Data-Driven
• You leverage data and metrics to guide your decisions, measure your success, and identify areas for improvement.
• You maintain meticulous CRM r