Director, Strategic Sales (SF Bay Area)

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. _______________________________________________________________________ We are looking for an experienced Director of Strategic Sales to oversee and support our Account Executives in the Americas Strategic segment. The Director of Sales will monitor sales metrics and manage the entire sales process. They will collaborate with various professionals, so it’s essential that they have excellent communication skills and feel comfortable working in a team environment. They should also be able to lead and motivate the sales team to achieve specific goals. Ultimately, the Director of Sales should be able to build a high-performance sales team to ensure customer satisfaction. RESPONSIBILITIES - Manage a team of highly motivated and ambitious Account Executives across Strategic Account Executives in America. - Effectively capacity plan, train, and motivate the team to overachieve its objectives - Suggest and implement improvements in the sales administration process - Coordinate department projects to meet deadlines - Report on sales metrics and suggest improvements - Prepare monthly, quarterly, and annual sales forecasts - Use customer feedback to generate ideas about new features or products - Research and discover methods to increase customer engagement - Ensure sales, finance, and legal policies and procedures are met - Build an open-communication environment for your team - Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales QUALIFICATIONS - 3+ years of experience leading high growth Enterprise sales teams - Outstanding coaching skills - Hands-on experience with CRM software and Google Sheets - In-depth understanding of the sales administration process - Excellent interpersonal and team management skills - Strong analytical and organizational skills - Numerical abilities and problem-solving attitude - BSc degree in Sales, Business Administration, or relevant field - Fluent English language skills. - Experience selling through the channel WHAT TO EXPECT FIRST 30 DAYS: - Onboard successfully, learning the basics of Docker’s product offerings - Get to know your team - Begin plan for the next twelve months, including staffing, and significant initiatives/projects to be delivered - Start building relationships with functional stakeholders around the company FIRST 90 DAYS: - Become an expert in our current offerings and Product Roadmap - Have a completed next twelve-month plan - Begin executing towards that plan - Own quota setting for your team - Collaborate with functional stakeholders on strategic initiatives across your region - Effectively coach your team on selling Docker's product portfolio on value, leveraging MEDDPICC and Command of the Message frameworks ONE YEAR OUTLOOK - Effectively grow a team to meet business objectives - Enable your team to be effective communicators of Docker product’s value proposition - Become a trusted/valuable resource to the rest of the organization, particularly Product Management, Customer Success and Marketing by effectively communicating the ‘Voice of the Customer’ Docker does not offer visa sponsorship for this role. Compensation & Equity Canada: CA$389.2K – CA$556K OTE + equity United States: $268.8K – $384K 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