Deal Desk Specialist, Docker
EU Salary Range €84.8K – €106K • Offers Equity US Salary Range $117.6K – $147K • Offers Equity
More information about location
App development platform
Job no longer available
App development platform
501-1000 employees
Job no longer available
EU Salary Range €84.8K – €106K • Offers Equity US Salary Range $117.6K – $147K • 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
- Bachelor’s degree or higher required
- 3yr+ of sales operations, legal or contracts administration experience as an individual contributor capacity, preferably at a SaaS or high growth company
- Salesforce experience and capability considered a strong asset, CPQ experience prioritized
- Collaborative approach and ability to work cross functionally across Sales, Finance, Operations, and Customer Success
- Strong organizational skills and ability to multitask and prioritize workflow
- Ability to work in a fast-paced environment with both internal and external stakeholders
- Knowledge of SaaS industry trends and competitive landscape
- Experience with SaaS licensing, PSAs, DPAs, NDAs, and other commercial agreements, paralegal, or other legal experience preferred
- Excellent project and task management skills, managing multiple deals and tasks simultaneously
- Strong strategic, conceptual, and analytical thinking, and decision-making skills
- Self-motivated; highly driven to produce results as a team member and individual contributor
- Superior organizational and time management skills
- Excellent interpersonal and communication skills
What the job involves
- As a Deal Desk Specialist at Docker Inc, you will play a critical role in driving revenue growth by supporting the sales team in structuring, pricing, and closing complex deals as well as guide non-standard deals through the requisite approval processes, collaborating cross-functionally with Sales Leadership, Legal, Finance, and Billing
- You will collaborate closely with sales, finance, legal, and other cross-functional teams to ensure that deals are executed efficiently and in line with our business objectives and be reporting into Business Systems & Revenue Enablement
- Deal Structuring: Work with the sales team to structure deals that meet the needs of the customer while maximizing the company's profitability
- Verifying the accuracy of a range of sales order forms and agreements with varied degrees of complexity while making sure that all necessary permissions, such as those for discounts and contract terms, are indicated for the right approvals
- Pricing Strategy: Create and maintain pricing models and strategies that account for consumer value, market dynamics, and competitor positioning
- Management of quotations and Contracts: Produce precise quotations, proposals, and contracts in a timely way while ensuring adherence to corporate guidelines and legal requirements
- Deal Review: Conduct thorough reviews of complex deals, identifying potential risks, and proposing mitigation strategies
- Safeguarding and managing data quality in Salesforce for all sales opportunities and closed orders
- Cross-Functional Collaboration: Work closely with finance, legal, product, and operations teams to obtain input, approvals, and necessary resources for deal execution
- Customer Advocacy: Act as a customer advocate within the organization, ensuring that customer requirements are met and that the customer experience is positive
- Deal Analytics: Analyze deal performance and provide insights to improve deal effectiveness, pricing strategies, and overall sales performance
- Process Improvement: Continuously assess and improve deal desk processes and workflows to enhance efficiency and accuracy
- Training and Support: Educate the sales team about the procedures, regulations, and best practises of the deal desk
- Be the expert on pricing, quoting, legal, and ordering policies and procedures for the sales team,
- Quantification and Measurement:
- Documentation Accuracy: Achieve a 95% accuracy rate in deal documentation and order of operations guidelines, evaluated through regular audits and verification capabilities in Notion
- Sales Autonomy: Measure the percentage of deals structured autonomously by sales representatives, aiming for a 40% increase over the baseline
- Deal Margin Optimization: Improve deal margin by 5% through better pricing strategies, tracked by a comparison of proposed vs. approved deal margins
- Deal Approval Time: Monitor and report on deal approval times, identifying 3-5 categories for segmenting across teams and reps
- Sales Satisfaction: Conduct a post-training survey to measure sales representatives' satisfaction with the training program and resources provided by the deal desk
- Advanced Analytics Impact: Demonstrate a 10% increase in deal profitability attributed to insights gained from advanced analytics
- Strategic Contributions: Document instances where the deal desk's strategic guidance directly contributed to winning significant deals or expanding key accounts
- Process Scalability: Evaluate the scalability of deal desk processes through a comparison of the number of deals managed per deal desk coordinator, aiming for a 20% increase in efficiency
- What to expect in the first 30 days:
- Process Streamlining: Document existing deal processes, identify bottlenecks, and propose improvements for faster deal approvals and closures
- Standardization: Develop standardized deal templates, pricing guidelines, and approval workflows to ensure consistency across deals
- Training Program: Design and implement training sessions for sales representatives on deal structuring, pricing strategies, and utilizing the deal desk resources effectively
- What to expect in the first 90 days:
- Documentation Enhancement: Continuously update and refine deal process documentation based on feedback and evolving business needs
- Autonomous Deal Structuring: Empower sales representatives to autonomously structure deals within predefined guidelines by providing access to comprehensive deal resources and guidelines
- Cross-Functional Collaboration: Establish strong working relationships with legal, finance, and product teams to ensure seamless deal coordination and execution
- What to expect in the first year:
- Advanced Analytics: Implement advanced deal analytics to identify trends, risks, and opportunities for further optimization of deal strategies
- Strategic Guidance: Provide strategic deal support to the sales leadership team, contributing to the company's revenue growth strategy
- Process Scalability: Develop a scalable framework for the deal desk as the company continues to grow, ensuring that processes remain efficient and effective
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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