Account Executive, Docker
Mid-Enterprise, East
$116-145k
OTE
+ Equity
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$116-145k
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
- 2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas
- A demonstrated track record of success
- Experience working with a technical product or the aptitude to quickly learn complex technical concepts
- Experience with Open Source Software business models is preferred but not required
- Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities
- The ability to structure, control, and lead calls
- High integrity and a team-first mentality
- Positive and upbeat phone skills, excellent listening skills, and strong writing skills
- Sales training and Salesforce experience a plus
- 4-year college degree or equivalent experience preferred
What the job involves
- Docker is seeking a results-oriented Account Executive, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts
- Meet with prospects to generate interest in purchasing commercial Docker products
- Meet with customers to identify areas to expand their partnership with Docker via additional products and services
- Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business
- Accurately forecast business on a monthly and quarterly cadence
- Spearhead the growth & adoption of Docker within our existing user base
- Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering
- Respond to and qualify incoming inquiries regarding interest in Docker products
- Craft a great first impression to our prospects and customers by adding value during every customer touchpoint
- Partner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns
- Engage in team development and mentoring
- 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, ZoomInfo, Outreach, Sales Navigator, and Docker
- You will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management
- You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory
- At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role
- First 60 Days:
- During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory
- You will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals)
- Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)
- You will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch
- Adhere to team KPI metrics and prospecting standards
- You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role
- You will ideally be able to close your first transaction
- First 90 Days:
- In month three, you will be confident in your craft and ready to fully immerse yourself in your day job
- You will continue efforts to improve messaging, processes, and daily activities
- You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt
- You will be ready to independently operate at full speed
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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