What are the responsibilities and job description for the Account Executive position at Dockwa?
About Dockwa
Dockwa is reshaping the $60 billion marine industry. After 12 years of building trust with marina operators and boaters, we have achieved something rare: category-defining position in a fragmented industry ready for transformation.
The marina industry is experiencing a generational shift. Private equity consolidation is accelerating. Operators face pressure to run marinas like real businesses, not lifestyle assets. This creates the opportunity to become the default operating layer for an industry that has never had one.
About The Role
As an Account Executive at Dockwa, you'll own a territory of marina prospects and customers, guiding operators through the purchase of modern reservation, POS, fuel management, contract, and analytics software that transforms how they run their businesses.
This role reports to the Sales Director and sits at the center of Dockwa's growth engine. You'll work qualified inbound leads and conduct strategic outbound prospecting to marina operators, managers, and executive decision-makers who need consultative guidance to understand what's possible with modern software.
Marina operators are low-urgency buyers running lifestyle businesses. Your job is to inspire change—helping them see how Dockwa eliminates manual work, increases revenue, and gives them time back. You'll conduct discovery that uncovers pain points, align solutions to business objectives, execute demos that show real value, and navigate multi-stakeholder buying processes.
Core Responsibilities
Dockwa is a lean, fast-moving team. People succeed here when they:
Dockwa is reshaping the $60 billion marine industry. After 12 years of building trust with marina operators and boaters, we have achieved something rare: category-defining position in a fragmented industry ready for transformation.
The marina industry is experiencing a generational shift. Private equity consolidation is accelerating. Operators face pressure to run marinas like real businesses, not lifestyle assets. This creates the opportunity to become the default operating layer for an industry that has never had one.
About The Role
As an Account Executive at Dockwa, you'll own a territory of marina prospects and customers, guiding operators through the purchase of modern reservation, POS, fuel management, contract, and analytics software that transforms how they run their businesses.
This role reports to the Sales Director and sits at the center of Dockwa's growth engine. You'll work qualified inbound leads and conduct strategic outbound prospecting to marina operators, managers, and executive decision-makers who need consultative guidance to understand what's possible with modern software.
Marina operators are low-urgency buyers running lifestyle businesses. Your job is to inspire change—helping them see how Dockwa eliminates manual work, increases revenue, and gives them time back. You'll conduct discovery that uncovers pain points, align solutions to business objectives, execute demos that show real value, and navigate multi-stakeholder buying processes.
Core Responsibilities
- Own your territory and hit monthly quotas by managing the full sales cycle from prospecting to close—conducting strategic outbound to marina owners/managers/executives, qualifying inbound leads, and expanding usage of current customers.
- Conduct consultative discovery that understands marina operations, pain points, and business objectives, then align Dockwa's solutions (reservations, inventory management, POS, fuel, contracts, analytics) to inspire change in low-urgency buyers
- Partner with Customer Success and Implementation teams to ensure strong client experience and smooth post-sale handoffs that set customers up for long-term success
- Work cross-functionally with Customer Success, Marketing, and Product teams to provide customer feedback across internal teams and continuously improve the lead generation process
- 2-5 years of experience selling full sales cycle SaaS solutions with a disciplined and process-driven approach
- Experience in vertical SaaS, hospitality tech, property management software, payments, or financial services
- Experience selling to small and mid-market businesses
- Experience in scrappy, startup environments where you build process alongside execution
- Track record achieving or exceeding quota in a consultative sales environment
- Excellent communication skills with ability to explain complex software concepts in simple, easy-to-understand terms
- Data-driven decision maker who is interested in self-improvement and driving measurable results
- Collaborative, consultative-oriented team player with a positive attitude
Dockwa is a lean, fast-moving team. People succeed here when they:
- Are high-agency: You don't wait for perfect leads or complete enablement. You prospect creatively, research your accounts, and find ways to get in front of decision-makers.
- Get their hands dirty: You do whatever it takes to understand your prospects and close deals.
- Embrace ownership: You own your number. When pipeline is thin or deals stall, you diagnose the problem and fix it.
- Balance speed with judgment: You know when to move fast on hot leads and when to nurture longer sales cycles.
- Challenge ideas, then commit: You bring your perspective on what's working in the field, debate sales strategy, and then fully support the approach.
- Competitive base salary depending on experience; uncapped commission structure with strong earning potential
- Comprehensive medical, dental, and vision benefits for you and your family
- Flexible, remote-friendly work environment (Newport, RI headquarters)
- Regular opportunities to visit marinas, attend boat shows, and understand customers firsthand
- Clear path for career growth as the sales team scales