Manager of Mid-Enterprise Sales, Docker
(Central)
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
More information about location
501-1000 employees
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- 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
What the job involves
- 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
- The ideal candidate is a hands-on sales leader with a proven track record of leading quota-carrying SaaS sellers, improving rep productivity, running disciplined forecast and pipeline cadences, and selling technical products to developer, engineering, DevOps, security, platform, and IT audiences
- 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
- First 30 days:
- You will be welcomed with Docker’s onboarding experience, including equipment setup, Docker context, and a collaborative training program
- You will learn Docker’s sales tools, operating rhythms, products, customer segments, and Mid-Enterprise sales motion
- You will meet your AEs, sales leadership, RevOps, Sales Engineering, CS, Renewals, Marketing, Enablement, Product partners, and key cross-functional stakeholders
- You will begin auditing pipeline, forecast categories, stage hygiene, account coverage, rep performance, and customer/renewal expansion opportunities
- By the end of your first month, you will have a clear region diagnosis and a working cadence for forecast, pipeline, deal inspection, and rep coaching
- First 60 days:
- You will be focused on improving regional operating discipline, AE coaching, forecast quality, pipeline generation, and customer engagement
- You will have established rep-specific coaching plans and a consistent weekly 1:1 and deal review structure
- You will partner with SE, CS, Renewals, Marketing, and RevOps to strengthen expansion plays, renewal alignment, product feedback loops, and pipeline coverage
- You will deepen your understanding of Docker’s products and build a manager-level point of view on how the Central region should sell Docker Business, Docker Hardened Images, and relevant emerging product motions
- First 90 days:
- You will be operating at full speed as the leader of the Central Mid-Enterprise region
- You will have improved forecast confidence, pipeline quality, rep accountability, and deal inspection discipline
- You will have a documented operating model for the region and clear recommendations on talent, territory, pipeline, enablement, and product/marketing support needs
- You will be contributing to Docker’s broader Mid-Enterprise sales strategy by sharing what is working, where the field is blocked, and how the region can scale repeatable growth
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the recent past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which is cited to fund hiring new talent, ramping up its business, and continuing to develop and refine its product. It's also embarked on a series of acquisitions to bolster its business, with speculation mounting about its possible sale in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 11 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $498m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- “Whaleness” Days — At least 1 company wide day off per month
- Employer Paid Holidays
- Generous Maternity and Parental Leave
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
- Virtual Coffee with Co-Workers
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Previously Executive Vice President of Infrastructure at Oracle, was a Principal Engineer at Amazon and a Lead Software Engineer at RealNetworks.
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