Senior Account Executive, Docker
Strategic - East or Central Preferred
$240-330k
OTE
+ Offers Equity
More information about location
App development platform
Open for applications
App development platform
501-1000 employees
Open for applications
$240-330k
OTE
+ Offers 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
- 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role
- Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
- Experience delivering client-focused solutions to customer needs
- Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail
- Excellent listening, negotiation, and presentation abilities
- Strong verbal and written communication skills
- Above and beyond: Trained in Command of the Message and MEDDPICC
What the job involves
- The Senior Account Executive, Strategic, is responsible for managing and expanding relationships with key strategic accounts.
- This role involves a deep understanding of the client's business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations
- Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company
- Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth
- Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities
- Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities
- Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market
- Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals
- Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company
- 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
- 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
- One-Year Outlook:
- 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
- Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company’s long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary
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
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
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.
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