Senior Revenue Operations Manager, Docker
$128-160k
+ Equity
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$128-160k
+ 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
- An ideal candidate is a start-up builder who has experience in working with most roles within a Revenue or Sales organization, has broad understanding of enterprise selling and has worked closely with SFDC, 6sense, Revenue data and BI visualization tools
- 7+ years of experience in Sales Operations, Revenue Operations or Marketing Operations with deep understanding of territories designs, territory optimization and propensity to buy models
- Proven business partnering experience with Sales leaders to build relationships and influence decision making
- Experience working for a high growth software/SaaS company in builder mode
- Track record of defining operational processes and collaborating with technology teams for successful implementation of projects
- Exceptional communication and interpersonal skills; ability to create and deliver executive summaries
- Technically savvy with Google Suite, Salesforce, 6sense, Common Room, and data orchestration tooling
- Ability to think strategically and translate business needs into actionable plans within a fast paced environment
- Comfortable and familiar with cross-functional collaboration
- Energy, enthusiasm, and love of building
What the job involves
- We are seeking an experienced Revenue Operations Senior Manager to join our growing Operations team who are responsible for the success of Docker’s GTM teams to accelerate our revenue growth
- Your primary focus will be building and owning a territory optimization program that leverages dynamic territory concepts to ensure our territories and account executives are productive
- The role includes developing scoring methodologies, creating a strong point of view of what great territories look like, creating business processes, launching tools such as 6sense, building dashboards and working closely with Revenue Leadership in a business partnering capacity
- This role reports to the Vice President, Revenue Operations
- Develop and own Docker’s Territory Optimization program
- Develop our overall territory strategies with inputs from Revenue leaders, Docker product data and historical metrics
- Work closely with Sales Operations ensuring accounts are moved in accordance with Sales Ops policies
- Work with intent data and vendors such as Common Room and 6Sense to implement the right data and tooling to support this new program
- Monitor existing territories and make strong recommendations to Revenue leadership to ensure our territories stay productive
- Create dashboarding and KPIs to drive quality decision making
- Optimize existing scoring models and incorporate changes into our overall program
- What to expect in the first 30 days:
- You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
- You will learn how to navigate through award-winning sales tools such as Salesforce, Clari, Zoominfo, 6Sense, CommonRoom, Outreach, LinkedIn Sales Navigator, and Docker
- Have 1:1 discussions with cross functional team members and revenue leadership to understand the business needs and current state of Docker’s territories
- Review existing processes and metrics to identify areas of improvement
- Develop a point of view for Docker’s new Territory Optimization program including identifying the project plan, tech stack needs and overall timeline
- What to expect in the first 60 days:
- Begin discussion with key vendors
- Work through project plan to implement the Territory Optimization program
- Work closing with Revenue leaders and Revenue Operation leaders to refine ideas and develop details of the program
- Begin documenting the program and working with vendors to set up our process and data flows
- What to expect in the first 90 days:
- Set up regular cadence with Revenue leaders
- Develop all dashboarding and approaches to monitor territories
- Develop enablement materials to ensure our AEs understand what good territories look like and how to use our data
- Create regular metrics and reporting for leadership
- Answer questions and engage with our Revenue teams for account movements while working alongside our Sales Operations team
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 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 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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