[Hiring] Manager, Mid-Enterprise Sales @Docker

Role Description

Docker is seeking a results-oriented Manager, Mid-Enterprise Sales, Central Region to lead a team of Account Executives responsible for growing Docker’s Mid-Enterprise business. This leader will own regional revenue execution, coach and develop AEs, inspect pipeline and forecast quality, and help scale Docker’s multi-product sales motion across commercial products and customer expansion opportunities.

• Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets.
• Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy.
• Run a disciplined weekly operating cadence across forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching.
• Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership.
• Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution.
• Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan.
• Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services.
• Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities.
• Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays.
• Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning.
• Prepare accurate monthly and quarterly forecasts and communicate regional performance, risk, upside, and support needs to senior leadership.
• Model Docker’s virtues through developer obsession, humble confidence, bias for considered action, open collaboration, and outcome-driven leadership.

Qualifications

• 2+ years of experience managing quota-carrying SaaS Account Executives; 5+ years of B2B SaaS sales experience preferred.
• Proven track record of meeting or exceeding team revenue targets and improving rep productivity.
• Experience selling into mid-market, commercial, or Mid-Enterprise customers.
• Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence.
• Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing.
• Experience working with technical products or strong aptitude to quickly learn complex technical concepts.
• Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas.
• High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment.
• Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred.
• Experience with open-source software business models, product-led growth, sales-assist motions, or usage-based expansion preferred.

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.
• Technology stipend equivalent to $100 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.