Dockwa

About the role Build the lifecycle engine from the ground up. As the senior lifecycle marketer, you’ll own the automated programs that move customers through every stage of their journey with Dockwa — from prospect to activated user to long-term, multi-product customer. This is a new role reporting to the Head of Marketing. You’ll map customer journeys, design and launch automation-driven campaigns, and instrument the data flows that make meaningful segmentation and personalization possible at scale. The scope spans both sides of our marketplace — marina operators across the full funnel, and boaters as Dockwa+ grows. You’ve built lifecycle programs before. You know what they look like when they’re done right. That’s what we’re building here. Core responsibilities - Map and own the customer lifecycle end-to-end. Define stages, identify gaps, and build the programs that move accounts forward — from lead to activation to expansion to renewal. - Design and launch automation-driven campaigns across email, in-app, nurture, and expansion channels. Programs should improve conversion, time-to-value, and retention — not just generate sends. - Instrument and maintain data flows between HubSpot, product analytics, and other tools in partnership with business operations. Clean segmentation and reliable triggers are the foundation everything else is built on. - Partner with Sales and Marina Success to align on lifecycle definitions, SLAs, and handoff playbooks. Automated programs should complement the human touch, not compete with it. - Own measurement and iteration. Track what the programs are doing, understand why, and make them better. The launch is the starting point. What we're looking for Required Experience - 6+ years in lifecycle marketing, CRM, or marketing automation, with a track record of building programs that drive measurable revenue outcomes. - Deep HubSpot expertise — complex workflows, lead scoring, lifecycle stages, segmentation, and reporting. You know its limits and how to work around them. - Experience building full-funnel lifecycle architecture: lead nurture, onboarding, adoption, expansion, churn risk. Not just running campaigns — designing the system. - Comfortable at the intersection of marketing and data. You can write enrollment criteria, troubleshoot a sync issue, and hold your own in a conversation with a data or operations team. - B2B SaaS background. You understand how a sales-assist motion works and how lifecycle programs should support it without stepping on it. Highly Valued Experience - HubSpot ↔ Salesforce sync experience and the ability to navigate CRM migration complexity. - PLG or product-assisted sales environments where lifecycle programs bridge marketing, product, and sales. - Two-sided marketplace experience — understanding both supply and demand lifecycle dynamics. - Vertical SaaS with a customer base that skews toward smaller, tech-skeptical operators. - Building from scratch. Not inheriting a mature program — starting with a solid foundation and building on it.

• Maintain autonomy and ownership over the entire sales cycle (prospecting to close) • Conduct thorough territory research using CRM data • Understand each marina’s goals and operational challenges • Tailor product demonstrations to showcase Dockwa’s unique value • Lead pricing discussions and overcome objections • Work with Customer Success and Account Management • Share best practices and mentor junior sales team members • Consistently update CRM systems with prospect information

• Conduct outbound sales efforts (calls, emails, video meetings, in-person visits) to engage potential marina partners. • Qualify leads through comprehensive discovery, understanding each marina’s goals, challenges, and processes. • Conduct product demonstrations tailored to each prospect’s unique needs, clearly articulating Dockwa’s value proposition. • Present proposals and lead pricing discussions, ensuring deals are structured to benefit both the client and Dockwa. • Build and maintain strong relationships with key decision-makers and influencers at marinas. • Accurately forecast revenue and maintain an up-to-date sales pipeline. • Gather and synthesize market feedback, relaying it to Product and Marketing teams to refine offerings and strategies.

• Conduct outbound sales efforts (calls, emails, video meetings, in-person visits) to engage potential marina partners • Qualify leads through comprehensive discovery, understanding each marina’s goals, challenges, and processes • Conduct product demonstrations tailored to each prospect’s unique needs • Present proposals and lead pricing discussions, ensuring deals are structured to benefit both the client and Dockwa • Build and maintain strong relationships with key decision-makers and influencers at marinas • Accurately forecast revenue and maintain an up-to-date sales pipeline • Gather and synthesize market feedback, relaying it to Product and Marketing teams

About the role As a Sales Development Representative (SDR) at Dockwa, you'll play a critical role in driving our growth by introducing marina operators to Dockwa for the first time. You'll own the top of our sales funnel—researching marinas, engaging prospects, and setting high-quality meetings that convert into paying customers. This role reports to the Head of Sales and sits at the foundation of our go-to-market motion. You'll work closely with Account Executives, Marketing, and Customer Success to build pipeline that fuels our path to being the infrastructure of the marina industry. This is a launchpad role. The best SDRs at Dockwa progress into Account Executive positions within 12-18 months. You'll receive hands-on coaching, clear performance metrics, and a defined career path into closing roles and sales leadership. Core responsibilities - Research and target marina operators that fit Dockwa's ideal customer profile - Run persistent outbound outreach via phone, email, and LinkedIn - Qualify inbound leads and convert interest into booked meetings - Conduct discovery conversations to understand prospect needs, challenges, and goals - Clearly articulate Dockwa's value proposition to marina operators - Hand off context-rich, qualified opportunities to Account Executives - Partner with AEs on target accounts and with Marketing on lead quality and messaging feedback - Maintain accurate CRM records and activity tracking - Share what's working in outreach and discovery to support team learning - Build foundational sales skills and marina industry expertise with the goal of progressing into an AE role What we're looking for - 0-2 years of experience in sales, customer-facing, or business development roles (preferred but not required) - Strong communication skills with genuine comfort picking up the phone and starting conversations with strangers - Persistent and resilient: you don't take "no" personally and you find another angle - Coachable and hungry to improve: you actively seek feedback and put it to work quickly - Naturally curious: you ask good questions, dig into how things work, and want to understand the person on the other end of the call - Quick on your feet: you can adapt mid-conversation when a prospect throws you something unexpected - Ability to use CRM tools and modern sales technology (or eagerness to learn quickly) - Genuine interest in boating, marinas, waterfront businesses, or marine technology - Experience in marine, hospitality, or travel industries is a plus - Bachelor's degree in Business, Economics, Psychology, or related field preferred but not required Who thrives here Dockwa is a lean, fast-moving team. People succeed here when they: - Are high-agency: You don't wait for permission or perfect information. You identify problems, propose solutions, and drive outcomes. - Get their hands dirty: You pick up the phone. You research accounts. You test new messaging. You don't just direct—you do. - Think in first principles: You understand constraints and can reason from fundamentals rather than relying on playbooks. - Embrace extreme ownership: When things go wrong (and they will), you own the outcome and fix it. No excuses. - Balance speed with judgment: You know when to move fast and break things and when precision matters. - Challenge ideas, then commit: You bring your perspective, debate vigorously, and then fully support the decision. What We Offer - On-target earnings (OTE) of $65,000–$85,000, including base salary and uncapped performance-based commission (exact compensation varies based on experience, location, and performance) - Comprehensive medical, dental, and vision benefits for you and your family - Flexible, remote-friendly work environment (Newport, RI headquarters) - Clear, structured career path into Account Executive and sales leadership roles - A team that values transparency, direct communication, and doing the work

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 What we're looking for - 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 Who thrives here 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. What we offer - Competitive base salary ($65K-$85K depending on experience and location) - Uncapped commission structure with strong earning potential (OTE $100K-$140K+) - Meaningful equity participation in a high-growth, category-defining company - 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

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 What we're looking for - 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 Who thrives here 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. What we offer - Competitive base salary ($65K-$85K depending on experience and location) - Uncapped commission structure with strong earning potential (OTE $100K-$140K+) - Meaningful equity participation in a high-growth, category-defining company - 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

About the role As a Sales Development Representative (SDR) at Dockwa, you'll play a critical role in driving our growth by introducing marina operators to Dockwa for the first time. You'll own the top of our sales funnel—researching marinas, engaging prospects, and setting high-quality meetings that convert into paying customers. This role reports to the Head of Sales and sits at the foundation of our go-to-market motion. You'll work closely with Account Executives, Marketing, and Customer Success to build pipeline that fuels our path to being the infrastructure of the marina industry. This is a launchpad role. The best SDRs at Dockwa progress into Account Executive positions within 12-18 months. You'll receive hands-on coaching, clear performance metrics, and a defined career path into closing roles and sales leadership. Core responsibilities - Research and target marina operators that fit Dockwa's ideal customer profile - Run persistent outbound outreach via phone, email, and LinkedIn - Qualify inbound leads and convert interest into booked meetings - Conduct discovery conversations to understand prospect needs, challenges, and goals - Clearly articulate Dockwa's value proposition to marina operators - Hand off context-rich, qualified opportunities to Account Executives - Partner with AEs on target accounts and with Marketing on lead quality and messaging feedback - Maintain accurate CRM records and activity tracking - Share what's working in outreach and discovery to support team learning - Build foundational sales skills and marina industry expertise with the goal of progressing into an AE role What we're looking for - 0-2 years of experience in sales, customer-facing, or business development roles (preferred but not required) - Strong communication skills with genuine comfort picking up the phone and starting conversations with strangers - Persistent and resilient: you don't take "no" personally and you find another angle - Coachable and hungry to improve: you actively seek feedback and put it to work quickly - Naturally curious: you ask good questions, dig into how things work, and want to understand the person on the other end of the call - Quick on your feet: you can adapt mid-conversation when a prospect throws you something unexpected - Ability to use CRM tools and modern sales technology (or eagerness to learn quickly) - Genuine interest in boating, marinas, waterfront businesses, or marine technology - Experience in marine, hospitality, or travel industries is a plus - Bachelor's degree in Business, Economics, Psychology, or related field preferred but not required Who thrives here Dockwa is a lean, fast-moving team. People succeed here when they: - Are high-agency: You don't wait for permission or perfect information. You identify problems, propose solutions, and drive outcomes. - Get their hands dirty: You pick up the phone. You research accounts. You test new messaging. You don't just direct—you do. - Think in first principles: You understand constraints and can reason from fundamentals rather than relying on playbooks. - Embrace extreme ownership: When things go wrong (and they will), you own the outcome and fix it. No excuses. - Balance speed with judgment: You know when to move fast and break things and when precision matters. - Challenge ideas, then commit: You bring your perspective, debate vigorously, and then fully support the decision. What We Offer - On-target earnings (OTE) of $65,000–$85,000, including base salary and uncapped performance-based commission (exact compensation varies based on experience, location, and performance) - Comprehensive medical, dental, and vision benefits for you and your family - Flexible, remote-friendly work environment (Newport, RI headquarters) - Clear, structured career path into Account Executive and sales leadership roles - A team that values transparency, direct communication, and doing the work