Account Executive, Mid-Enterprise​/West Coast

Account Executive, Mid-Enterprise (Central/West)

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$/yr - $/yr

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!

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

• 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

• 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 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

• 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, Zoom Info, 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…