Director of Business Development, Docker
$231-330k
+ Equity. Canada Salary Range CA$334,600 – CA$478,000
More information about location
App development platform
Be an early applicant
App development platform
1001+ employees
Be an early applicant
$231-330k
+ Equity. Canada Salary Range CA$334,600 – CA$478,000
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- 8+ years of sales or business development experience, with at least 4 years leading BDR or SDR teams at a B2B SaaS or infrastructure software company
- Proven track record building and scaling global BDR functions from hiring and enablement through pipeline targets and quota attainment
- Strong understanding of outbound sales motions, modern prospecting tools (Gong, LinkedIn Sales Navigator, Common Rom, Salesforce, ZoomInfo, and Lusha ), and pipeline hygiene standards
- Experience working in a high-growth, product-led or hybrid go-to-market environment
- Data-driven with the ability to build and manage to a pipeline model, forecast accurately, and identify performance gaps before they become misses
- Track record of developing BDR talent, including promoting reps into AE roles, and building cultures of accountability and continuous improvement
- Strong cross-functional collaborator who can operate effectively with Marketing, Sales, Enablement, and RevOps
- Experience operating across multiple geographies and time zones, with sensitivity to regional differences in go-to-market approach
- Excellent communication skills. Clear, direct, and comfortable presenting to executive leadership
- Familiarity with developer tooling, DevOps, containers, or AI infrastructure is a plus
What the job involves
- Docker is looking for a Director or Senior Director of Business Development to build and lead our global BDR organization
- This is a foundational leadership role sitting at the intersection of pipeline generation, field alignment, and go-to-market execution
- You will own the strategy, hiring, and day-to-day performance of a globally distributed team of over 20 Business Development Representatives across the Americas, EMEA, and APAC, with a mandate to scale the Org and drive qualified pipeline
- This role reports to the VP of Revenue Operations and is based remotely in the United States or Canada
- Lead and continuously improve the global BDR organization, overseeing inbound and outbound pipeline generation across all segments and geographies
- Guide GTM decision making and strategy as a member of the CRO’s R-Staff as well as the RevOps Leadership Team
- Review and refine the existing BDR playbook outbound sequencing, messaging, ICP targeting, and qualification criteria in close partnership with Sales, Marketing, and Revenue Operations, evolving it as the market and product change
- Develop, coach, and retain a high-performing team of BDR managers and individual contributors across multiple time zones, raising the performance bar across the board
- Manage to a consistent pipeline coverage model, holding each segment and region accountable to pipeline generation targets and identifying underperformance early
- Partner directly with the CMO and Marketing Leadership on strategic initiatives, campaign alignment, lead routing, and feedback loops to continuously sharpen inbound conversion
- Partner with Sales leadership to maintain clean BDR-to-AE handoffs and drive joint accountability for pipeline quality
- Assess and strengthen the operating cadence for the BDR org pipeline reviews, rep coaching, activity metrics, and performance management making improvements where needed
- Work cross-functionally with Enablement to evaluate and improve onboarding, ramp programs, and ongoing skills development for the team
- Track and continuously improve the metrics that matter: pipeline generated, conversion rates, ramp time, rep productivity, and attainment
- Serve as a player-coach where needed, modeling the prospecting behaviors and standards you expect from the team
- Your First 90 Days:
- Days 1 to 30: Listen, Learn, and Assess:
- Meet every member of the BDR team and all key stakeholders across Sales, Marketing, and RevOps. Understand the current state of pipeline generation, rep productivity, and tool stack. Audit existing processes, sequencing, and messaging. Identify the most urgent gaps and the highest-leverage opportunities to improve performance fast
- Days 31 to 60: Build the Foundation:
- Redefine the BDR playbook: ICP, outbound sequencing, qualification criteria, and handoff standards. Establish the operating cadence including weekly pipeline reviews, activity benchmarks, and coaching rhythm. Begin filling open headcount with a clear hiring bar. Align with Marketing on campaign support and lead routing. Present a team assessment and 90-day pipeline target to VP of Revenue Operations
- Days 61 to 90: Execute and Scale:
- The playbook is live and being executed consistently across regions. Ramp programs are in place for new hires. Pipeline generation is trending toward targets. You have a clear view of team performance by rep, region, and segment, and a roadmap for closing the gaps. You are a recognized cross-functional partner to Sales, Marketing, and RevOps leadership
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.
Share this job
View 35 more jobs at Docker