[Hiring] Senior Account Executive @Docker

Role Description

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

• 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

Requirements

• First 30 days:
  • Welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
  • Learn how to navigate through award-winning sales tools such as Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker
  • Begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management
  • 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, have a proficient grasp of the tools and activities necessary to be successful in your role
• First 60 Days:
  • Laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory
  • Connect 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)
  • Comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch
  • Adhere to team KPI metrics and prospecting standards
  • Have an advanced understanding of tools, activities, and best practices to be successful in the AE role
  • Ideally be able to close your first transaction
• First 90 Days:
  • Confident in your craft and ready to fully immerse yourself in your day job
  • Continue efforts to improve messaging, processes, and daily activities
  • Be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt
  • Ready to independently operate at full speed

Compensation & Equity

• Canada: CA$238K – CA$340K OTE + equity
• United States: $164.5K – $235K OTE + equity

Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break
• Home office support – Set up your workspace for comfort and success
• Technology stipend – Equivalent to US$100 net per month to help support your work
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning
• Parental leave – 16 weeks of paid parental leave after six months of employment
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country
• Docker swag – Because representing the whale never gets old

Company Description

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.