Account Executive, Enterprise (WA/OR Only)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!

About the role

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

In this role, you can expect to

• 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

• Engage in team development and mentoring

You may be a good fit for our team if you have

• 3+ year(s) of work experience; software sales experience

• 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

What to expect in the first 30 days:

• Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.

• Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.

• Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.

What to expect in the first 90 days:

• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.

• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.

• Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.

• Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.

What to expect in the first year:

• Achieving Sales Targets: By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts.

• Strategic Account Growth: Demonstrated growth in strategic accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company.

• Relationship Depth: At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact.

• Process Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.

• Professional Development: Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

Perks (for Full-Time Employees Only)

• Freedom & flexibility; fit your work around your life

• Designated quarterly Whaleness Days

• 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

• Quarterly, company-wide hackathons

• 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

Docker 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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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