Account Executive, Mid-Enterprise

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!

Docker is seeking a results-oriented Account Executive, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts.

Responsibilities

• Meet with prospects to generate interest in purchasing commercial Docker products

  Meet with customers to identify areas to expand their partnership with Docker via additional products and services

  Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business

  Accurately forecast business on a monthly and quarterly cadence

  Spearhead the growth & adoption of Docker within our existing user base

  Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering

  Respond to and qualify incoming inquiries regarding interest in Docker products

  Craft a great first impression to our prospects and customers by adding value during every customer touchpoint

  Partner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns

  Engage in team development and mentoring

Qualifications

• 2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas

  A demonstrated track record of success

  Experience working with a technical product or the aptitude to quickly learn complex technical concepts

  Experience with Open Source Software business models is preferred but not required

  Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities

  The ability to structure, control, and lead calls

  High integrity and a team-first mentality

  Positive and upbeat phone skills, excellent listening skills, and strong writing skills

  Sales training and Salesforce experience a plus

  4-year college degree or equivalent experience preferred

  What to Expect

  First 30 Days

  • You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program

    You will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker

    You will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management.

    You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory

    At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role

    First 60 Days

    • During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory

      You will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals)

      Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)

      You will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch

      Adhere to team KPI metrics and prospecting standards

      You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role

      You will ideally be able to close your first transaction

    First 90 Days

    • In month three, you will be confident in your craft and ready to fully immerse yourself in your day job

      You will continue efforts to improve messaging, processes, and daily activities

      You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt

      You will be ready to independently operate at full speed

      We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

      Please see the independent bias audit report covering our use of Covey here.

      Perks

      Freedom & flexibility; fit your work around your life

      Designated quarterly Whaleness Days

      Home office setup; we want you comfortable while you work

      16 weeks of paid Parental leave

      Technology stipend equivalent to $100 net/month

      PTO plan that encourages you to take time to do the things you enjoy

      Quarterly, company-wide hackathons

      Training stipend for conferences, courses and classes

      Equity; we are a growing start-up and want all employees to have a share in the success of the company

      Docker Swag

      Medical benefits, retirement and holidays vary by country

      Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

      Due to the remote nature of this role, we are unable to provide visa sponsorship.

      #LI-REMOTE