Account Executive, Docker
Corporate Sales
$80.5-115k
OTE
+ Equity
More information about location
App development platform
Be an early applicant
App development platform
1001+ employees
Be an early applicant
$80.5-115k
OTE
+ Equity
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- The ideal candidate is a self-starter with strong commercial instinct, the ability to move quickly through short sales cycles, and a collaborative mindset that thrives in a team-first environment
- 2+ years of B2B SaaS sales experience, ideally selling technical products to developer, engineering, or IT personas
- A demonstrated track record of meeting or exceeding quota in a high-velocity or transactional sales motion
- Experience working with or the aptitude to quickly learn complex technical products; familiarity with containers, DevOps, or developer tooling is a strong plus
- Comfort operating across multiple European and Latin American markets, including navigating diverse procurement processes, time zones, and cultural norms
- Experience with all aspects of B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closing
- Strong organizational skills — the ability to manage a high volume of concurrent deals without dropping the ball
- High integrity and a team-first mentality; you succeed by making the people around you more productive
- Excellent listening skills, strong writing skills, and a positive, energetic phone and video presence
- Experience with Salesforce, ZoomInfo, Outreach, Sales Navigator, and similar sales tools is a plus
- Experience with Open Source Software business models is preferred but not required
What the job involves
- Docker is seeking a results-oriented Account Executive, Corporate Sales to support the America Strategic Sales team
- This is a high-velocity overlay role: you will own all transactional opportunities under $30K Gross ARR across the Amer Strategic account base, including small seat expansions, Docker Hardened Images (DHI) deals, and add-on sales that fall outside the renewal cycle
- By taking ownership of these deals end-to-end, you free Strategic AEs to focus on six- and seven-figure growth opportunities while ensuring that no small deal falls through the cracks
- You will work across multiple accounts and territories simultaneously, partnering with Strategic AEs, Technical Account Managers, Solutions Engineers, and Renewal Managers
- Own and close all sub-$30K Gross ARR opportunities across the America Strategic account base, including new add-ons, small expansions, and standalone Docker Hardened Images (DHI) deals
- Meet monthly and quarterly sales targets for sourced qualified opportunities and closed business
- Accurately forecast business on a monthly and quarterly cadence using Salesforce
- Partner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experience
- Collaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closure
- Engage with procurement teams and channel partners across Amer markets to drive transactions to completion, navigating varied purchasing processes and compliance requirements
- Respond to and qualify incoming inquiries regarding Docker products within the ~$30K segment
- Spearhead the adoption and expansion of Docker within our existing customer install base by identifying upsell and cross-sell opportunities
- Share customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign priorities
- Maintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunities
- Develop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Scout, Docker Build Cloud, and Docker Hardened Images
- First 30 Days:
- Onboard with Docker's first-in-class training program, including equipment setup, swag, and collaborative onboarding
- Learn Docker's sales tools (Salesforce, ZoomInfo, Outreach, Sales Navigator) and internal processes
- Shadow Strategic AEs across Amer to understand account dynamics, deal flow, and handoff protocols
- Begin core CAE functions: lead qualification, discovery meetings, and pipeline intake from Strategic AEs
- Develop working relationships with each Strategic AE, TAM, and SE on the Amer team
- First 60 Days:
- Take full ownership of the sub-$30K pipeline across all Amer Strategic territories
- Develop a repeatable playbook for high-velocity deal execution across Docker Business, DHI, and add-on products
- Build proficiency in Docker's product suite and develop a compelling, concise pitch tailored to the sub-$30K buyer
- Close your first transactions and establish a forecasting cadence with your manager
- First 90 Days:
- Operate independently at full speed, managing a high volume of concurrent deals across multiple markets
- Have multiple closed transactions (add-ons, DHI, small expansions) under your belt
- Be a trusted partner to every Strategic AE on the team, with clear handoff processes and feedback loops in place
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 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 has been used to hire new talent, ramping up its business, and continuing to develop and refine its product. On top of this bounce back to success, it's also embarked on a series of acquisitions to bolster its business.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $526m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- Employer Paid Holidays
- Generous Parental Leave (after 6 months of employment)
- 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
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Prior to joining Docker in 2025, Don spent nearly 9 years at Oracle in various Engineering/VP roles. Before that, they spent over 7 years at Amazon as a Software Development Engineer and Principal Engineer.
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