Director, Business Development

Job description

ABOUT DOCKER Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. _______________________________________________________________________ The Role Docker is looking for a Director or Senior Director of Business Development to build and lead our global BDR organization. This is a foundational leadership role sitting at the intersection of pipeline generation, field alignment, and go-to-market execution. You will own the strategy, hiring, and day-to-day performance of a globally distributed team of over 20 Business Development Representatives across the Americas, EMEA, and APAC, with a mandate to scale the Org and drive qualified pipeline. This role reports to the VP of Revenue Operations and is based remotely in the United States or Canada. WHAT YOU’LL DO - 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. WHAT WE’RE LOOKING FOR - 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. - Familiarity with developer tooling, DevOps, containers, or AI infrastructure is a plus but not Your First 90 Days Days 1 to 30: Listen, Learn, and Assess Meet every member of the BDR team and all key stakeholders across Sales, Marketing, and RevOps. Understand the current state of pipeline generation, rep productivity, and tool stack. Audit existing processes, sequencing, and messaging. Identify the most urgent gaps and the highest-leverage opportunities to improve performance fast. Days 31 to 60: Build the Foundation Redefine the BDR playbook: ICP, outbound sequencing, qualification criteria, and handoff standards. Establish the operating cadence including weekly pipeline reviews, activity benchmarks, and coaching rhythm. Begin filling open headcount with a clear hiring bar. Align with Marketing on campaign support and lead routing. Present a team assessment and 90-day pipeline target to VP of Revenue Operations. Days 61 to 90: Execute and Scale The playbook is live and being executed consistently across regions. Ramp programs are in place for new hires. Pipeline generation is trending toward targets. You have a clear view of team performance by rep, region, and segment, and a roadmap for closing the gaps. You are a recognized cross-functional partner to Sales, Marketing, and RevOps leadership. Docker does not offer visa sponsorship for this role. Compensation & Equity Canada: CA$334.6K – CA$478K OTE + equity United States: $231K – $330K OTE + equity ______________________________________________________________________ POSTING INFORMATION - Open vacancy: This posting is for an existing open role. - AI in hiring: Docker may use AI-assisted tools during our recruiting process. - Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. ______________________________________________________________________ PERKS & 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. Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community. #LI-REMOTE