• Manage a sales territory • Live in the designated territory • Manage and grow business in existing Ambry accounts • Expand menu utilization in existing accounts • Sell genetic diagnostic testing services to new customers • Negotiate and manage contracts • Introduce new testing products • Develop demand for and adoption of new assays • Develop and implement customer-specific action plans • Develop and deliver presentations • Host and assist with trade shows • Manage customer data in the company database • Achieve sales goals • Other duties as assigned

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

• Own and grow strategic customer relationships • Accelerate the adoption of Vultr’s AI cloud infrastructure solutions • Understand customer priorities, technical requirements, and business goals • Provide thought leadership on AI/ML trends and optimization strategies • Work cross-functionally with Product Management, Solutions Engineering, and Customer Success • Document and maintain accurate sales activity data in CRM tools • Understand and leverage the AI partner ecosystem to enhance Vultr’s value proposition

• Assist Vultr in generating Cloud Compute revenue with a focus on customers within target accounts. • Partner with Sales Development team to open doors quickly and assess customers' need for Cloud Infrastructure and related products & services. • Ownership of results and forecasting • Leverage Salesforce, ZoomInfo and other sales tech stack tools. • Collaborate with Solutions Engineering and Product Management to help support product roadmap and customer success.