[Hiring] Regional Sales Director, Strategic @Docker

Role Description

A Regional Sales Director, Strategic, plays a critical role in leading sales efforts across Docker’s largest, most strategic accounts. This position involves a blend of strategic planning, sales leadership, market analysis, enablement, coaching, and customer relationship management.

Responsibilities:

• Strategic Planning and Execution:
  • Develop and execute strategic plans to achieve sales targets and expand the company’s customer base.
  • Design and execute a strategy that aligns Docker to your customer’s Executive teams.
• Leadership and Team Management:
  • Lead and motivate a sales team to achieve sales & pipeline targets.
  • Recruit, onboard, enable, and support top-tier Account Executives.
  • Evaluate sales team performance, providing coaching & guidance to improve productivity.
• Sales Operations:
  • Manage key customer relationships and participate in closing strategic opportunities.
  • Monitor and analyze performance metrics, suggesting improvements where needed.
  • Prepare accurate monthly, quarterly, and annual sales forecasts.
• Market Analysis and Business Development:
  • Identify emerging markets and market shifts while being fully aware of new products and competitive landscape.
  • Support AEs in developing new business with existing clients and/or identifying areas of opportunity to meet & surpass sales quotas.
  • Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success.
• Customer Relationship Management:
  • Establish and maintain strong executive sponsor relationships with strategic customers and key business partners.
  • Assess potential deal problems and support AEs in actioning prompt solutions.
  • Participate in industry conferences and events to network and build the company’s brand presence and market coverage.
  • Lead high-level negotiations on significant deals as needed, through an advanced understanding of complex sales cycles, contractual agreements, and financial literacy.

Qualifications

• 5+ years experience leading multinational sales teams selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a DevSecOps-related business.
• Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation.
• Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint.
• Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, team members, and the wider business.
• A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership.
• Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape.
• Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies.

Requirements

• Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment within which it operates.
• Building Relationships: Start forming relationships with your team, peers, and other departments.
• Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats.
• Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy.
• Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals.
• Team Structure: By now you should have settled into the Territory, Accounts and solidified which AEs will be on your team to drive revenue.
• Team Building and Training: Focus on building a strong team culture, ensuring everyone is aligned with the strategy.
• Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts.

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.