[Hiring] Account Executive, Corporate Sales @Docker

Role Description

Docker is seeking a results-oriented Account Executive, Corporate Sales to support the America Strategic Sales team. This is a high-velocity overlay role: you will own all transactional opportunities under $30K Gross ARR across the Amer Strategic account base, including small seat expansions, Docker Hardened Images (DHI) deals, and add-on sales that fall outside the renewal cycle. By taking ownership of these deals end-to-end, you free Strategic AEs to focus on six- and seven-figure growth opportunities while ensuring that no small deal falls through the cracks.

The ideal candidate is a self-starter with strong commercial instinct, the ability to move quickly through short sales cycles, and a collaborative mindset that thrives in a team-first environment. You will work across multiple accounts and territories simultaneously, partnering with Strategic AEs, Technical Account Managers, Solutions Engineers, and Renewal Managers.

Responsibilities

• Own and close all sub-$30K Gross ARR opportunities across the America Strategic account base, including new add-ons, small expansions, and standalone Docker Hardened Images (DHI) deals.
• Meet monthly and quarterly sales targets for sourced qualified opportunities and closed business.
• Accurately forecast business on a monthly and quarterly cadence using Salesforce.
• Partner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experience.
• Collaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closure.
• Engage with procurement teams and channel partners across Amer markets to drive transactions to completion, navigating varied purchasing processes and compliance requirements.
• Respond to and qualify incoming inquiries regarding Docker products within the ~$30K segment.
• Spearhead the adoption and expansion of Docker within our existing customer install base by identifying upsell and cross-sell opportunities.
• Share customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign priorities.
• Maintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunities.
• Develop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Scout, Docker Build Cloud, and Docker Hardened Images.

Qualifications

• 2+ years of B2B SaaS sales experience, ideally selling technical products to developer, engineering, or IT personas.
• A demonstrated track record of meeting or exceeding quota in a high-velocity or transactional sales motion.
• Experience working with or the aptitude to quickly learn complex technical products; familiarity with containers, DevOps, or developer tooling is a strong plus.
• Comfort operating across multiple European and Latin American markets, including navigating diverse procurement processes, time zones, and cultural norms.
• Experience with all aspects of B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closing.
• Strong organizational skills — the ability to manage a high volume of concurrent deals without dropping the ball.
• High integrity and a team-first mentality; you succeed by making the people around you more productive.
• Excellent listening skills, strong writing skills, and a positive, energetic phone and video presence.
• Experience with Salesforce, ZoomInfo, Outreach, Sales Navigator, and similar sales tools is a plus.
• Experience with Open Source Software business models is preferred but not required.

What to Expect

• First 30 Days:
  • Onboard with Docker's first-in-class training program, including equipment setup, swag, and collaborative onboarding.
  • Learn Docker's sales tools (Salesforce, ZoomInfo, Outreach, Sales Navigator) and internal processes.
  • Shadow Strategic AEs across Amer to understand account dynamics, deal flow, and handoff protocols.
  • Begin core CAE functions: lead qualification, discovery meetings, and pipeline intake from Strategic AEs.
  • Develop working relationships with each Strategic AE, TAM, and SE on the Amer team.
• First 60 Days:
  • Take full ownership of the sub-$30K pipeline across all Amer Strategic territories.
  • Develop a repeatable playbook for high-velocity deal execution across Docker Business, DHI, and add-on products.
  • Build proficiency in Docker's product suite and develop a compelling, concise pitch tailored to the sub-$30K buyer.
  • Close your first transactions and establish a forecasting cadence with your manager.
• First 90 Days:
  • Operate independently at full speed, managing a high volume of concurrent deals across multiple markets.
  • Have multiple closed transactions (add-ons, DHI, small expansions) under your belt.
  • Be a trusted partner to every Strategic AE on the team, with clear handoff processes and feedback loops in place.

Benefits

• Freedom & flexibility; fit your work around your life.
• Designated quarterly Whaleness Days plus end of year Whaleness break.
• Home office setup; we want you comfortable while you work.
• 16 weeks of paid Parental leave (after 6 months of employment).
• Technology stipend equivalent to $100 USD net/month.
• PTO plan that encourages you to take time to do the things you enjoy.
• 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.
• Remote-first culture, with offices in Seattle and Paris.