Manager, Mid-Enterprise Sales – Central

🕒 May 8

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Docker, Inc

WebsiteLinkedInAll Job Openings

51 - 200 employees

💰 $105M Series C on 2022-03

At Docker, we simplify the lives of developers who are making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers around the world, Docker Desktop and Docker Hub provide unmatched simplicity, agility and choice.

📋 Description

• Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets. • Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy. • Run a disciplined weekly operating cadence across forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching. • Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership. • Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution. • Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan. • Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services. • Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities. • Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays. • Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning. • Prepare accurate monthly and quarterly forecasts and communicate regional performance, risk, upside, and support needs to senior leadership. • Model Docker’s virtues through developer obsession, humble confidence, bias for considered action, open collaboration, and outcome-driven leadership.

🎯 Requirements

• 2+ years of experience managing quota-carrying SaaS Account Executives; 5+ years of B2B SaaS sales experience preferred. • Proven track record of meeting or exceeding team revenue targets and improving rep productivity. • Experience selling into mid-market, commercial, or Mid-Enterprise customers. • Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence. • Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing. • Experience working with technical products or strong aptitude to quickly learn complex technical concepts. • Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas. • High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment. • Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred. • Experience with open-source software business models, product-led growth, sales-assist motions, or usage-based expansion preferred.

🏖️ Benefits

• Freedom & flexibility; fit your work around your life • Designated quarterly Whaleness Days plus end of year Whaleness break • Home office setup; we want you comfortable while you work • 16 weeks of paid Parental leave • Technology stipend equivalent to $100 net/month • PTO plan that encourages you to take time to do the things you enjoy • Training stipend for conferences, courses and classes • Equity; we are a growing start-up and want all employees to have a share in the success of the company • Docker Swag • Medical benefits, retirement and holidays vary by country • Remote-first culture, with offices in Seattle and Paris