Director of Deal Desk, Docker
$181.6-227k
+Equity
More information about location
App development platform
Posted today
App development platform
501-1000 employees
Posted today
$181.6-227k
+Equity
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
- Specifically we are looking for someone that has experience with Enterprise Sales strategies and the full quote to order processes
- The ideal candidate is excited and experienced with building systems and processes and has deep experience leading strategic deal management resources
- We are looking for someone who can balance process and policy with true business partnering with our Sales teams
- 7-10 years of experience leading Deal Management teams (Deal Desk, Order Operations, Quoting resources, etc.) with deep startup building experience using scalable approaches
- Process oriented mindset with an eye for scaling and standardizing
- Experience partnering with Sales leaders and individual contributors in an enterprise sales environment with a proven track record of building relationships that show value to the Sales organization
- A bachelor degree in mathematics, economics, finance or business; plus is a master degree in business administration
- Experience with selling through multiple channel pathways
- Deep experience with multi year SAAS pricing strategies including consumption models
- Solid understanding of SFDC CPQ & IronClad
- Proven experience with developing and evolving quote to order processes through mature IT approaches; experience engaging with Business Applications resources to align our systems to our GTM strategies and processes
- Experience engaging with key stakeholders such as revenue accounting, legal and finance
- Basic understanding of revenue accounting principles
- Deep deal modeling experience with an understanding of COGS, margins, profits and cost accounting principles
- The ability to thrive in a fully remote environment
- Ability to work flexible hours around busy periods of month, quarter or year ends
- Comfortable working in an environment with a sense of urgency with ambitious work ethic - you love seeing the impacts of your work reflected in the success of your team
- Problem solver - ability to identify areas of improvement and need to be able to find solutions independently and effectively
- Both startup and publicly traded company experience preferred
What the job involves
- Docker is currently looking to hire a Deal Management leader that can transform our existing systems, approaches and processes to align to our GTM strategies to support our growth targets while balancing policies and guidelines
- This role will be a key member of the Revenue Operations leadership team
- This person sees the value with partnering with Sales leaders to ensure quality deals are created that benefits both the customer and Docker
- Lead a team of 5-7 global Order Operations and Deal Desk teams
- Own, optimize and build key global standard quote to order processes that align to the expectations of the Sales organization while balancing company policies and guidelines
- Be Sales facing and engage with key Sales Leadership to ensure our largest and most strategic deals create value for Docker through creative structuring and pricing
- Lead executing our pricing strategies globally with our Sales organization including creating pricing models and enablement content to ensure our strategies are understood and executed
- Collaborate with our Product Management team through our NPI and other product introduction processes to ensure product launch prices and packaging are aligned to our GTM strategies along with ensuring key enablement content is created and delivered to support launches
- Own our quoting processes from a business efficiency perspective to ensure our processes are intuitive, simple and aligns to the needs of our sellers
- Partner with Revenue Accounting, Finance, Product Management, Business Applications and Legal teams on all things quote to order related
- Create and own deal management metrics to monitor business performance and to manage the team’s efforts and resourcing constraints
- Create high touch and low touch quote to order approaches that ensures our Deal Desk and Order Operations resources are being applied to the most impactful parts of our business
- Lead the Order Management team to standardize and optimize all processes and begin to automate and leverage technology to ensure accuracy and efficiency or our order closure processes
- Own and manage our marketplace bidding and order management processes working closely with our Channel leaders and Sales teams
- Create and own key Deal Management enablement content that helps our Sales organization scale through knowledge and simplified approaches
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
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 10 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $497.9m
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 values
- Humility - We give credit rather than seeking it. We’re always open to feedback and correction. We don’t assign blame when something goes wrong, but learn from it together
- Developer Obsession - We understand developers, we put developers’ priorities first, and we never get in their way. We succeed by making developers happy and productive
- Open Collaboration - We’re very open internally about what’s going on, good and bad. Almost all documents and conversations are visible to everyone. Transparency is key. We help each other’s teams and departments, rather than building our own empires
- Bias for Considered Action - We don’t do things carelessly or without thinking, but we want to move fast, and we encourage our employees to act proactively and autonomously. We prefer to take action sooner, and iterate or correct as necessary. Experiments are good
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Scott Johnston
(CEO, not founder)Has been COO and CPO with Docker prior to CEO role. Before that was VP, Marketing & Product at Puppet and a Venture Partner at Alloy Ventures.
Diversity, Equity & Inclusion at Docker
- Docker embraces diversity and we’re wholeheartedly committed to being proactive in promoting diversity across our organization. We’re dedicated to establishing an organization that reflects the fundamental respect for different ways of working and living, and we assure every Docker employee the opportunity to reach his or her full potential.
- Current Employee Groups (with more to come!): Women ERG, Mental Health ERG, DEI Council
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