• Identify and engage new stakeholders, business units, subsidiaries, and workload opportunities within existing enterprise customers. • Support cross-sell and upsell motions aligned to account growth strategy. • Prospect into high-priority ICP enterprise accounts using account-based engagement strategies. • Develop executive and technical entry points across complex buying groups. • Execute structured, account-prioritized daily workflows aligned to: • Engage VP+ executives, architects, engineering leaders, and technical influencers with consultative, value based messaging. • Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline. • Maintain rigorous Salesforce hygiene and activity tracking. • Leverage tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo to drive precision targeting. • Inspect performance metrics and optimize conversion from meeting to qualified opportunity to revenue attribution.

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

Mission of the Role Create and close Localytics’ next generation of enterprise customers. The Enterprise Sales Lead owns new enterprise revenue generation. This role is accountable for sourcing (in coordination with marketing), developing, and closing complex enterprise deals—turning target accounts into long-term Localytics customers. This is a builder role. As the first AE, the Enterprise Sales Lead establishes how Localytics sells to the enterprise: defining the sales motion, shaping messaging, partnering deeply with the CEO and the leadership team to closing high-quality, high-value customers. This is not a lead-taking or order-taking role. The Enterprise Sales Lead is a hunter, deal quarterback, and strategic seller responsible for proving and scaling Localytics’ enterprise go-to-market motion. About Localytics Our mission is to help brands build great customer experiences. Localytics enables brands to understand their customers and engage them with timely, relevant experiences across mobile channels. Our platform combines deep customer insight with personalized messaging, giving teams the tools and services they need to make smarter decisions and communicate with customers in meaningful ways. Our GTM teams work closely with customers to understand their goals, solve real problems, and drive measurable outcomes. You'll collaborate across product, engineering, and leadership, own meaningful targets, and help shape how Localytics grows in the market. Localytics is a lean, fast-growing company with an experienced leadership team and a culture that values integrity, ownership, and impact. No matter your role, you'll have real responsibility, real influence, and the opportunity to build things that matter. Role Scope & Responsibilities The Sales Lead is responsible for: - Owning the full enterprise sales cycle, from prospecting through close - Identifying, prioritizing, and penetrating target enterprise accounts - Translating customer pain points into compelling, outcome-oriented sales narratives - Developing relationships from senior practitioners through VP, SVP, and C-suite buyers - Leading complex, multi-stakeholder sales processes involving multiple apps, products, and buying centers - Evangelizing Localytics’ value across customer organizations— leadership, marketing, product, and procurement/finance. - Partnering closely with the CEO on high-stakes deals, executive selling, and negotiations - Establishing foundational enterprise sales playbooks, including discovery, qualification, pricing, packaging, and competitive positioning Outcomes You Will Deliver New Enterprise Revenue Creation - Consistently close new enterprise logos - Deliver material new ARR from enterprise customers - Build a repeatable, credible enterprise sales motion Predictable Pipeline & Forecasting - Build and maintain a healthy, multi-quarter enterprise pipeline - Accurately forecast deals and communicate risk early - Establish clear qualification standards (what to pursue, what to walk away from) Executive-Level Selling - Build trusted relationships with enterprise decision-makers - Successfully lead executive-level conversations focused on business outcomes, not features - Position Localytics as a strategic platform, not a tactical tool Go-to-Market Foundation - Define what “good” enterprise selling looks like at Localytics - Create early sales process, messaging, and deal structure that others can later scale - Provide real-time market feedback to leadership and Product

Mission of the Role Create and close Localytics’ next generation of enterprise customers. The Enterprise Sales Lead owns new enterprise revenue generation. This role is accountable for sourcing (in coordination with marketing), developing, and closing complex enterprise deals—turning target accounts into long-term Localytics customers. This is a builder role. As the first AE, the Enterprise Sales Lead establishes how Localytics sells to the enterprise: defining the sales motion, shaping messaging, partnering deeply with the CEO and the leadership team to closing high-quality, high-value customers. This is not a lead-taking or order-taking role. The Enterprise Sales Lead is a hunter, deal quarterback, and strategic seller responsible for proving and scaling Localytics’ enterprise go-to-market motion. About Localytics Our mission is to help brands build great customer experiences. Localytics enables brands to understand their customers and engage them with timely, relevant experiences across mobile channels. Our platform combines deep customer insight with personalized messaging, giving teams the tools and services they need to make smarter decisions and communicate with customers in meaningful ways. Our GTM teams work closely with customers to understand their goals, solve real problems, and drive measurable outcomes. You'll collaborate across product, engineering, and leadership, own meaningful targets, and help shape how Localytics grows in the market. Localytics is a lean, fast-growing company with an experienced leadership team and a culture that values integrity, ownership, and impact. No matter your role, you'll have real responsibility, real influence, and the opportunity to build things that matter. Role Scope & Responsibilities The Sales Lead is responsible for: - Owning the full enterprise sales cycle, from prospecting through close - Identifying, prioritizing, and penetrating target enterprise accounts - Translating customer pain points into compelling, outcome-oriented sales narratives - Developing relationships from senior practitioners through VP, SVP, and C-suite buyers - Leading complex, multi-stakeholder sales processes involving multiple apps, products, and buying centers - Evangelizing Localytics’ value across customer organizations— leadership, marketing, product, and procurement/finance. - Partnering closely with the CEO on high-stakes deals, executive selling, and negotiations - Establishing foundational enterprise sales playbooks, including discovery, qualification, pricing, packaging, and competitive positioning Outcomes You Will Deliver New Enterprise Revenue Creation - Consistently close new enterprise logos - Deliver material new ARR from enterprise customers - Build a repeatable, credible enterprise sales motion Predictable Pipeline & Forecasting - Build and maintain a healthy, multi-quarter enterprise pipeline - Accurately forecast deals and communicate risk early - Establish clear qualification standards (what to pursue, what to walk away from) Executive-Level Selling - Build trusted relationships with enterprise decision-makers - Successfully lead executive-level conversations focused on business outcomes, not features - Position Localytics as a strategic platform, not a tactical tool Go-to-Market Foundation - Define what “good” enterprise selling looks like at Localytics - Create early sales process, messaging, and deal structure that others can later scale - Provide real-time market feedback to leadership and Product