Senior Account Executive, Mid-Enterprise

Docker is seeking a results-oriented Senior Account Executive, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts.

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 indicating 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 roadmap, and drive strong marketing campaigns
• Engage in team development and mentoring

Qualifications

• 2+ years 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, 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

What to Expect

First 30 Days:

• Welcome with a first-in-class onboarding experience including equipment setup, a swag package, and a collaborative training program
• Learn to navigate award-winning sales tools such as Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker
• Begin core Account Executive functions: prospecting, lead qualification, discovery meetings, account management, Salesforce hygiene, and pipeline management
• Work closely with your manager, shadow peers, and partner with your Business Development Representative (BDR) to develop prospecting strategies unique to your territory
• By the end of the first month, you will have a proficient grasp of the tools and activities necessary to succeed in your role

First 60 Days:

• Focus on Account Management, Opportunity Generation, identifying target accounts, and prospecting strategies in your territory
• Connect with all 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 reach out via cold call, email, chat, and social media
• Comprehend and maintain in-depth knowledge of Docker’s products and have a compelling pitch
• Adhere to team KPI metrics and prospecting standards
• Have an advanced understanding of tools, activities, and best practices to succeed in the AE role
• Ideally, close your first transaction

First 90 Days:

• Be confident in your craft and ready to fully immerse yourself in your day job
• Continue efforts to improve messaging, processes, and daily activities
• Be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt
• Be ready to independently operate at full speed