Account Executive, Mid-Enterprise (East)

📋 Description

• • Docker Inc. is seeking a highly motivated and results-oriented Account Executive to join our dynamic sales team, focusing on the Mid-Enterprise segment within the East region. This is a remote-first opportunity for a driven individual with a proven history of success in strategic account sales.
• • As an Account Executive, you will be instrumental in driving revenue growth by identifying and engaging with prospective clients to generate interest in purchasing commercial Docker products. Your primary focus will be on expanding Docker's footprint within existing user bases and acquiring new customers.
• • You will be responsible for achieving ambitious monthly and quarterly sales targets, including sourced qualified opportunities and closed business. Accurate forecasting of business on a monthly and quarterly cadence is crucial for strategic planning and resource allocation.
• • A key aspect of this role involves spearheading the growth and adoption of Docker's innovative solutions within our existing customer base. This requires establishing and maintaining active engagement with clients, identifying usage patterns that indicate a propensity to acquire our commercial offerings, and nurturing these relationships into valuable partnerships.
• • You will manage the full sales cycle, from responding to and qualifying incoming inquiries regarding interest in Docker products to crafting a compelling value proposition. Your ability to create a great first impression and add value during every customer touchpoint will be paramount to your success.
• • Collaboration is key. You will partner closely with cross-functional teams, including product, marketing, and engineering, to share valuable customer feedback, inform the product roadmap, and contribute to the development of impactful marketing campaigns. This cross-pollination of ideas ensures Docker remains at the forefront of developer experience innovation.
• • This role also offers opportunities for team development and mentoring, allowing you to share your expertise and contribute to the growth of your colleagues.
• • The ideal candidate will possess a strong understanding of B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closing deals. You must be adept at structuring, controlling, and leading calls with a high degree of professionalism and confidence.
• • We are looking for individuals with high integrity and a genuine team-first mentality. Excellent communication skills are essential, including positive and upbeat phone presence, strong listening abilities, and clear, concise writing skills.
• • While not strictly required, experience with technical products, particularly those aimed at developer and engineering personas, is highly preferred. An aptitude for quickly learning complex technical concepts is a must, as you will be representing a cutting-edge technology platform.
• • Experience with Open Source Software business models is a plus, reflecting an understanding of the modern software development landscape. Familiarity with sales training methodologies and CRM systems like Salesforce is also advantageous.
• • The onboarding process is designed for success, starting with a comprehensive first 30 days focused on equipment setup, a thorough training program, and familiarization with essential sales tools such as Salesforce, ZoomInfo, Outreach, and Sales Navigator. You will begin core AE functions, including prospecting, lead qualification, discovery meetings, and pipeline management, working closely with your manager and peers.
• • The first 60 days will see you laser-focused on account management and opportunity generation within your assigned territory. You will connect with primary customer accounts, build prospecting lists, identify key decision-makers, and engage them through various communication channels. You will develop an in-depth understanding of Docker's products and maintain adherence to team KPIs and prospecting standards.
• • By the end of the first 90 days, you will be a confident and accomplished seller, ready to independently operate at full speed. You will have closed multiple transactions, including renewals, upsells, and net-new business, and will be continuously refining your messaging and processes to maximize effectiveness.
• • This role is integral to Docker's mission of making app development easier, enabling developers to focus on innovation. By joining our passionate, remote-first team, you will contribute to a product used by millions of developers worldwide and be part of a company that is rapidly growing and shaping the future of software development.