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15 days ago
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Requirements and responsibilities
Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.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.ResponsibilitiesOwn 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) dealsMeet monthly and quarterly sales targets for sourced qualified opportunities and closed businessAccurately forecast business on a monthly and quarterly cadence using SalesforcePartner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experienceCollaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closureEngage with procurement teams and channel partners across Amer markets to drive transactions to completion, navigating varied purchasing processes and compliance requirementsRespond to and qualify incoming inquiries regarding Docker products within the ~$30K segmentSpearhead the adoption and expansion of Docker within our existing customer install base by identifying upsell and cross-sell opportunitiesShare customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign prioritiesMaintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunitiesDevelop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Scout, Docker Build Cloud, and Docker Hardened ImagesQualifications2+ years of B2B SaaS sales experience, ideally selling technical products to developer, engineering, or IT personasA demonstrated track record of meeting or exceeding quota in a high-velocity or transactional sales motionExperience working with or the aptitude to quickly learn complex technical products; familiarity with containers, DevOps, or developer tooling is a strong plusComfort operating across multiple European and Latin American markets, including navigating diverse procurement processes, time zones, and cultural normsExperience with all aspects of B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closingStrong organizational skills — the ability to manage a high volume of concurrent deals without dropping the ballHigh integrity and a team-first mentality; you succeed by making the people around you more productiveExcellent listening skills, strong writing skills, and a positive, energetic phone and video presenceExperience with Salesforce, ZoomInfo, Outreach, Sales Navigator, and similar sales tools is a plusExperience with Open Source Software business models is preferred but not requiredWhat to ExpectFirst 30 Days:Onboard with Docker's first-in-class training program, including equipment setup, swag, and collaborative onboardingLearn Docker's sales tools (Salesforce, ZoomInfo, Outreach, Sales Navigator) and internal processesShadow Strategic AEs across Amer to understand account dynamics, deal flow, and handoff protocolsBegin core CAE functions: lead qualification, discovery meetings, and pipeline intake from Strategic AEsDevelop working relationships with each Strategic AE, TAM, and SE on the Amer teamFirst 60 Days:Take full ownership of the sub-$30K pipeline across all Amer Strategic territoriesDevelop a repeatable playbook for high-velocity deal execution across Docker Business, DHI, and add-on productsBuild proficiency in Docker's product suite and develop a compelling, concise pitch tailored to the sub-$30K buyerClose your first transactions and establish a forecasting cadence with your managerFirst 90 Days:Operate independently at full speed, managing a high volume of concurrent deals across multiple marketsHave multiple closed transactions (add-ons, DHI, small expansions) under your beltBe a trusted partner to every Strategic AE on the team, with clear handoff processes and feedback loops in placeDocker does not offer visa sponsorship for this role.PerksFreedom & flexibility; fit your work around your lifeDesignated quarterly Whaleness Days plus end of year Whaleness breakHome office setup; we want you comfortable while you work16 weeks of paid Parental leave (after 6 months of employment)Technology stipend equivalent to $100 USD net/monthPTO plan that encourages you to take time to do the things you enjoyTraining stipend for conferences, courses and classesEquity; we are a growing start-up and want all employees to have a share in the success of the companyDocker SwagMedical benefits, retirement and holidays vary by countryRemote-first culture, with offices in Seattle and ParisDocker 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.
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