Regional Sales Director, Docker
Strategic
€271-339k
OTE
+ Equity. Salary given is for the EU
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
€271-339k
OTE
+ Equity. Salary given is for the EU
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
- Proven Sales Experience: 5+ years experience leading multinational sales teams selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a DevSecOps-related business
- Leadership Skills: Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation
- Strategic Thinking: Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint
- Communication and Interpersonal Skills: Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, team members, and the wider business
- Customer-focused: A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership
- Adaptability: Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape
- Sales Methodologies: Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies
What the job involves
- A Regional Sales Director, Strategic, plays a critical role in leading sales efforts across Docker’s largest, most strategic accounts
- This position involves a blend of strategic planning, sales leadership, market analysis, enablement, coaching, and customer relationship management
- You'll develop and execute strategic plans to achieve sales targets and expand the company’s customer base
- Design and execute a strategy that aligns Docker to your customer’s Executive teams
- You'll lead and motivate a sales team to achieve sales & pipeline targets
- Recruit, onboard, enable, and support top-tier Account Executives
- Evaluate sales team performance, providing coaching & guidance to improve productivity
- Manage key customer relationships and participate in closing strategic opportunities
- Monitor and analyze performance metrics, suggesting improvements where needed
- Prepare accurate monthly, quarterly, and annual sales forecasts
- Identify emerging markets and market shifts while being fully aware of new products and competitive landscape
- Support AEs in developing new business with existing clients and/or identifying areas of opportunity to meet & surpass sales quotas
- Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success
- Establish and maintain strong executive sponsor relationships with strategic customers and key business partners
- Assess potential deal problems and support AEs in actioning prompt solutions
- Participate in industry conferences and events to network and build the company’s brand presence and market coverage
- Lead high-level negotiations on significant deals as needed, through an advanced understanding of complex sales cycles, contractual agreements, and financial literacy
- First 30 days:
- Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment within which it operates. This period is crucial for grasping the business model, sales processes, and tools
- Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key
- Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats
- Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy
- First 90 days:
- Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals. This strategy might include targeting new enterprise accounts, expanding into new territories, or upselling to existing customers
- Team Structure: By now you should have settled into the Territory, Accounts and solidified which AEs will be on your team to drive revenue
- Team Building and Training: Focus on building a strong team culture, ensuring everyone is aligned with the strategy. This may involve training sessions to improve skills or introducing new sales methodologies
- Assess your team and begin hiring: Hiring is critical to the success of Docker. It’s important to hire A+ talent, aligned to our values, that will allow us to build a great culture and scale our organization
- Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts
- One Year Outlook
- Achieving Sales Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key
- Team Development: Develop your team so that they’re operating at a high level across prospecting, discovery, sales cycle execution, deal closing, and overall Sales Excellence
- Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations
- Expansion and Scaling: Look for opportunities to expand your region's presence, either by exploring new markets, launching new product lines, or optimizing sales channels
- Review and Reflection: Conduct a comprehensive review of the year's performance, reflecting on successes, challenges, and lessons learned. Use this analysis to refine your strategy for the following year
- Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset
- The role of a Regional Sales Director, especially in the enterprise sector, involves navigating complex sales cycles, managing high-value relationships, and leading a diverse team towards achieving ambitious sales targets
- Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills
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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