Account Executive, Strategic

At Docker, we make app development easier so developers can focus on what matters. Our remote‑first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started.

Come join us for a whale of a ride!

This role involves a deep understanding of the client’s business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

• Client Relationship Management:
  Build and maintain strong, long‑lasting customer relationships with strategic clients.
• Strategic Business Planning:
  Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.
• Sales Targets:
  Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.
• Market Analysis:
  Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.
• Collaboration:
  
  Work with cross‑functional teams (marketing, product development, customer service) to ensure a cohesive approach to market.
• Reporting and Forecasting:
  Provide accurate forecasts, track key account metrics, and report on performance against goals.
• Contract Negotiation:
  Lead negotiations, ensuring favorable terms for both client and Docker.

• 5+ years selling to large, complex Fortune 100 businesses, with a successful track record of meeting or exceeding targets.
• Advanced communication, presentation, and influence skills at all organizational levels, including executive and C‑level.
• Experience delivering client‑focused solutions to customer needs.
• Strong project management skills with sharp attention to detail.
• Excellent listening, negotiation, and presentation abilities.
• Strong verbal and written communication skills.
• Above and beyond:
  Trained in Command of the Message and MEDDPICC.

• Understanding the Company and Product:
  Gain deep knowledge of Docker’s products, value proposition, and competitive landscape.
• Relationship Building:
  Establish relationships with key internal stakeholders across sales, marketing, product, and support.
• Client Familiarization:
  Review account histories, previous interactions, and current contracts. Start meetings with key clients to introduce yourself.

• Strategic Planning:
  Develop detailed strategic plans for each key account, identifying growth opportunities and challenges.
• Performance Metrics:
  Establish clear KPIs for success within your accounts.
• Sales and Negotiations:
  Actively pursue new business opportunities within strategic accounts, negotiating terms for contracts or renewals.
• Feedback Loop:
  Implement a process for regularly gathering and acting on client feedback to improve service delivery.

• Achieving Sales Targets:
  Meet or exceed initial sales targets, closing new deals and expanding business within existing accounts.
• Strategic Account Growth:
  Demonstrated growth through increased engagement, higher revenue, and enhanced partnership levels.
• Relationship Depth:
  Establish deep, trust‑based relationships with key stakeholders, acting as a strategic advisor.
• Process Improvements:
  Identify and implement process improvements to increase efficiency and customer satisfaction.
• Professional Development:
  Continue professional growth, including leadership development and advanced sales strategies.

• Freedom & flexibility to fit your life around your work.
• Designated quarterly Whaleness Days plus end‑of‑year Whaleness break.
• Home office setup for comfortable remote work.
• 16 weeks of paid parental leave.
• Technology stipend equivalent to $100 net/month.
• PTO plan that encourages time off for enjoyment.
• Training stipend for conferences, courses, and classes.
• Equity for a share in the company’s success.
• Docker Swag.
• Medical benefits, retirement, and holidays vary by country.
• Remote‑first culture with offices in Seattle and Paris.

Compensation Range: $240K – $300K.

Docker does not offer visa sponsorship for this role.