Director, Business Development

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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 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.

🎯 Requirements

• 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.

🏖️ 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 (after 6 months of employment) • Technology stipend equivalent to $100 USD 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