• Responsible for driving business growth by identifying new opportunities • Building strong client relationships and delivering tailored solutions • Managing key accounts and achieving sales targets • Conducting market research to identify potential customers and generate sales leads • Maintaining and expanding efood’s client database within assigned territory • Forecasting sales and developing effective sales strategies/models • Acting as the main point of contact between key clients and internal teams • Compiling and monitoring reports on account progress for stakeholders

• Manage the end-to-end enterprise sales process. You'll own the full sales cycle for our largest prospects, from initial engagement to close, running multi-threaded deals across procurement, IT, legal, security, and executive stakeholders. You'll navigate long, complex cycles without losing momentum. • Employ a consultative, value-based sales approach. You'll build a business case tailored to each stakeholder, from the economic buyer to the technical evaluator, and deliver demonstrations that speak to each audience's priorities. • Sell an AI-native platform, the AI-native way. You'll speak fluently to how Dovetail's AI turns fragmented feedback into decision-ready intelligence, including how it handles enterprise-grade security and governance questions, and you'll use AI tools yourself to research accounts, prepare for multi-stakeholder calls, and manage the volume of detail a long enterprise cycle demands. • Become a Dovetail expert. You'll develop an intimate knowledge of how Dovetail works, what Dovetail is capable of, and an understanding of the competitive and market landscape at the enterprise tier so you can position confidently against alternatives. • Build and manage a strategic account plan. You'll map organizations, identify champions, and build relationships across departments to expand your footprint within each account over time. • Develop and maintain deep executive relationships with your prospects. You'll manage the trust and stakeholder alignment that enterprise deals require, and partner closely with customer success to ensure a smooth handoff and a strong foundation for expansion. • Help mature our Enterprise go-to-market motion. You'll work with the Sales team to refine how we sell into large, complex organizations, and pioneer new practices as we build out our product-led sales strategy.

Role Description In your role as Strategic Account Director, you will play a critical role in the growth and expansion of existing CoLab customers. You will work with current enterprise customer accounts to achieve business outcomes with industry-relevant solutions. In this role, you build and execute strategies to help land and expand 7-figure accounts. The ideal person for this role is passionate about helping others succeed and cultivating strong relationships. This position will require occasional travel for on-site team meetings in Newfoundland Canada, at least twice per year (primarily in December and June) in addition to occasional travel to off sites. We recognize that travel can involve personal commitments, and we strive to accommodate individual circumstances, however the expectation is that travel to, and attendance at, the majority of these events is mandatory. Details about travel arrangements and covered expenses will be discussed during the hiring process. - Build relationships with existing customers and net new strategic accounts. - Build and execute a robust account strategy and plan to help the customer get the most value possible and CoLab to drive significant revenue growth. This includes deep account planning, mapping and multi-threaded selling. - Serve as an expert to your customers as it relates to CoLab and industry best practices. - Find, qualify and build opportunities within existing accounts. - Work in consultation with Account Executive and Customer Success teams on enterprise account expansions and renewals. - Help drive growth among our customers by understanding their business and technical needs in order to achieve their desired outcomes. - Manage follow-up conversations and document all activities in Salesforce. - Travel to customer on-site on average 1 week per month. Qualifications - Related experience in an Enterprise or Strategic Account role within a SaaS based business, or an engineering background with strong closing skills. - Experience working with large enterprise customers for at least 1-2 years (10,000 employees +). - Ability to understand and analyze use cases and demonstrate highly technical product. - A strategic thinker with the ability to navigate complex enterprise sales for a product that is new to market. - Comfortable with complex account planning and account mapping and selling across multiple departments. - Committed team player with an ownership mindset and no ego. - Deeply passionate and self-motivated to achieve goals and results. - Resilient - challenges excite you and you’re not afraid to overcome roadblocks. - Excellent communication skills and ability to convey your message. - Excited to work in a fast-moving startup environment with a lot of change. - Bonus: have worked with manufacturing clients (including but not limited to automotive, medical device and hardware/mechanical consumer products). Company Description At CoLab, we help mechanical engineering teams bring life-changing products to market years sooner. CoLab is the AI platform for driving stronger engineering decisions. Every design review in CoLab builds a knowledge repository of design feedback, decisions, and lessons learned - which AI agents draw from to flag issues on future designs before they compound. The more your team works in CoLab, the smarter it gets and the faster you arrive at the ideal design. Companies like Ford, Komatsu, and Johnson Controls use CoLab to catch issues earlier, eliminate rework cycles, and bring products to market faster. Founded in St. John’s, Newfoundland, CoLab has grown quickly from our first customer in 2019 to a rapidly scaling company. We’ve recently been recognized on Deloitte’s Fast 50™ and Fast 500™, and named a Canadian company to watch by The Globe and Mail and Financial Post.

• Identifying and closing new opportunities within current customer accounts • Meeting and exceeding quarterly and annual sales targets • Managing the full sales cycle including prospecting, meetings, demos, POCs, proposals, negotiations, and post-sale handover • Generating sales through outbound prospecting and responding to inbound leads • Articulating the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders • Managing pipeline activity and sales performance using Salesforce • Handling quotes, order processing, and general customer requests