Account Executive, Mid-Enterprise (East)

Summary

Docker is a developer tooling company providing products and infrastructure for building, sharing, and running applications. The Account Executive, Mid-Enterprise will sell commercial Docker products, expand customer partnerships, manage sales opportunities, achieve quotas, and develop strategic customer relationships.

Responsibilities

• 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
• 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
• 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
• 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

Skills

• • 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
• Docker does not offer visa sponsorship for this role

Qualifications

Must Haves

• • 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
• Docker does not offer visa sponsorship for this role

Nice to Haves

Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.