Account Executive, Docker
Strategic - Federal (Civilian)
$240-330k
OTE
+ Equity
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$240-330k
OTE
+ 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
- 8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (DHS, HHS, Treasury, Commerce, State, DOJ, etc.)
- 3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts
- Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies
- Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences
- Proven track record of managing multiple complex accounts simultaneously with strong attention to detail
- Excellent listening, negotiation, and executive presence
- Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired
What the job involves
- The Account Executive, Strategic, Federal (Civilian) is responsible for managing and expanding high-value relationships with key civilian federal agencies
- This role requires a deep understanding of civilian government missions, procurement processes, and regulatory environments, along with the ability to develop long-term strategic partnerships that drive sustainable revenue growth and exceptional client satisfaction
- Client Relationship Management: Serve as the trusted advisor and primary point of contact for senior leaders and program executives within civilian federal agencies. Build and nurture long-term, mission-aligned relationships across CIO, CISO, and program office levels
- Strategic Business Planning: Develop deep insight into each agency’s mission, IT modernization goals, and budgetary constraints. Partner with clients to create and execute multi-year strategic plans that align Docker solutions with their federal mandates and digital transformation initiatives
- Sales Targets: Consistently achieve and exceed revenue quotas by identifying, qualifying, and closing strategic opportunities within civilian federal accounts
- Market & Procurement Intelligence: Track civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. Leverage this intelligence to shape go-to-market strategies and uncover new opportunities
- Cross-Functional Collaboration: Partner closely with internal teams (Product, Solutions Engineering, Legal, Finance, and Marketing) to deliver cohesive, compliant solutions that meet FAR, agency-specific policies, and federal security standards
- Reporting & Forecasting: Deliver accurate pipeline forecasts, track key account metrics, and provide regular executive-level reporting on account health and progress toward strategic objectives
- Contract Negotiation: Lead complex negotiations involving civilian agency Contracting Officers, program offices, and legal teams to secure favorable terms, including GWACs, IDIQs, and agency-specific vehicles
- First 30 Days
- Complete comprehensive onboarding on Docker’s federal offerings, value proposition, and competitive landscape
- Build relationships with internal federal sales, solutions engineering, and legal teams
- Deep-dive into your assigned civilian agency accounts, reviewing history, current contracts, and strategic priorities
- First 90 Days
- Complete detailed strategic account plans for each major civilian agency, aligned with their mission and FY budget cycles
- Begin actively advancing opportunities through the federal procurement process
- Establish clear KPIs and begin delivering early wins while building executive relationships
- One-Year Outlook
- Meet or exceed assigned revenue targets through new wins and expansion within civilian federal accounts
- Establish yourself as a trusted strategic advisor to key agency stakeholders
- Deliver measurable growth in strategic accounts through increased adoption, expanded use cases, and stronger partnerships
- Identify and implement process improvements to accelerate civilian federal sales cycles and enhance customer experience
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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