Role Description As an Enterprise Account Executive at Dots, you'll own full-cycle enterprise sales — from outbound prospecting through close — with no SDR or BDR support. You'll work directly with business and technical stakeholders across complex, multi-stakeholder deals and long sales cycles of 6–18 months. This role is for a proven enterprise closer who can build pipeline independently, navigate ambiguity, and wants meaningful equity and uncapped upside in a high-growth fintech company. Key Responsibilities - Own full-cycle enterprise sales end to end — prospecting, discovery, demo, negotiation, and close — across complex deals with 6–18 month sales cycles - Build and manage outbound pipeline independently without SDR or BDR support — you generate your own opportunities - Run multi-stakeholder discovery and product demonstrations for both business and technical buyers across the enterprise buying committee - Close complex enterprise deals — average deal size in the $130K–$150K base salary range, with $1M+ ACV deals as a key performance signal - Partner with Product and Engineering to translate customer feedback into roadmap input and positioning improvements - Establish long-term enterprise relationships that generate commission on SaaS and transaction fees for 18 months post-close Qualifications - 4–6+ years of full-cycle enterprise sales experience — closing complex deals independently - Proven track record closing complex enterprise deals with 6–18 month sales cycles - Strong outbound prospecting capability — comfortable building pipeline without SDR/BDR support - Experience navigating multi-stakeholder enterprise buying committees - Comfortable operating with ambiguity in a high-growth, early-stage environment Requirements - Experience selling payments, fintech, or financial infrastructure solutions - History of closing $1M+ ACV deals - Experience in early-stage or high-growth startup environments - Background building pipeline primarily through outbound rather than inbound

• Responsible for driving success in achieving product plan goals through technical expertise in client services, training, and solution design. • Advocate for product specifications at architectural and engineering firms and DOTs. • Develop relationships with key decision-makers, including architects, engineers, and consultants. • Deliver presentations to promote product value and performance benefits. • Monitor regional construction trends and competitor activity to identify new opportunities.

• Support prospective students by guiding them through each stage of the application and enrolment process • Engage with leads through phone, email, and video within a structured contact strategy • Use CRM systems to manage, track, and optimise the enrolment pipeline • Deliver a high-quality customer experience with timely, professional, and supportive communication • Collaborate with internal teams to ensure smooth handovers for newly enrolled learners • Clearly communicate the value, structure, and outcomes of available programme options • Contribute to meeting enrolment targets through consistent activity and effective consultative selling • Maintain accurate records and uphold data integrity across CRM platforms • Participate in training and upskilling sessions to enhance product knowledge and sales effectiveness • Encourage student referrals to support overall enrolment growth

• Analyze the territory/market potential and develop sales strategies to maximize revenue potential. • Achieve agreed upon sales targets and outcomes within quarterly schedule. • Evangelize UiPath’s brand in the Marketplace by presenting, promoting, and selling our solutions by leveraging a value-selling approach. • Educate customers on how our solutions can benefit them financially and professionally. • Establish, develop, and maintain positive business and customer relationships in the territory. • Develop trusted relationships with local partners and global systems integrators to cultivate new opportunities and drive successful customer implementations • Partner with the CSM group to make sure customers receive maximum value and facilitate customer issues as they arise. • Track industry competitors, new products, and market conditions to understand a customer's specific needs. • Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services. • Operate in harmony with our company values: Bold, Humble, Immersed, and Fast