Job Overview
Location
United States
Job Type
Full-time
Category
Account Executive
Date Posted
February 28, 2026
Full Job Description
đź“‹ Description
- • Docker is seeking a highly motivated and experienced Account Executive to join our dynamic federal sales team, focusing specifically on strategic opportunities within civilian federal agencies. This pivotal role is designed for a seasoned sales professional who thrives in complex government environments and possesses a deep understanding of the unique challenges and opportunities within civilian agencies. You will be instrumental in driving the adoption of Docker's innovative solutions, empowering these vital government entities to modernize their applications, enhance security, and accelerate their digital transformation journeys. As a remote-first organization, we value autonomy, collaboration, and a shared passion for improving developer experiences, and we are looking for someone who embodies these principles.
- • In this strategic role, you will serve as the primary point of contact and trusted advisor for senior leaders and program executives within key civilian federal agencies. Your mission will be to cultivate and nurture long-term, mission-aligned relationships across critical decision-making levels, including CIOs, CISOs, and program offices. By deeply understanding each agency's unique mission, their IT modernization goals, and their budgetary constraints, you will proactively partner with clients to develop and execute multi-year strategic plans. These plans will be meticulously crafted to align Docker's cutting-edge solutions with federal mandates, digital transformation initiatives, and the overarching goal of improving government services.
- • Your success will be directly tied to your ability to consistently achieve and exceed ambitious revenue quotas. This will be accomplished through your expertise in identifying, qualifying, and closing strategic opportunities within your assigned civilian federal accounts. You will leverage your market intelligence to stay ahead of the curve, tracking civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. This intelligence will be crucial in shaping effective go-to-market strategies and uncovering new avenues for growth, ensuring Docker remains at the forefront of federal technology adoption.
- • A key aspect of this role involves navigating the intricate federal procurement landscape. You will lead complex negotiations with civilian agency Contracting Officers, program offices, and legal teams, securing favorable terms and ensuring compliance with all relevant regulations. This includes a strong understanding of GWACs, IDIQs, and agency-specific contracting vehicles. Your ability to translate technical capabilities into tangible mission outcomes will be paramount in these discussions.
- • Collaboration is at the heart of our success at Docker. You will work hand-in-hand with internal teams, including Product Management, Solutions Engineering, Legal, Finance, and Marketing. This cross-functional partnership is essential to deliver cohesive, compliant, and compelling solutions that meet FAR regulations, agency-specific policies, and stringent federal security standards. Your insights from the field will directly influence product development and go-to-market strategies.
- • Accurate reporting and forecasting are critical for strategic planning and execution. You will be responsible for delivering precise pipeline forecasts, meticulously tracking key account metrics, and providing regular, executive-level reports on account health, progress toward strategic objectives, and revenue attainment. This transparency ensures alignment across the organization and supports informed decision-making.
- • The first 30 days will focus on comprehensive onboarding, immersing you in Docker’s federal offerings, our unique value proposition, and the competitive landscape. You will also begin building crucial relationships with our internal federal sales, solutions engineering, and legal teams. A deep dive into your assigned civilian agency accounts, reviewing their history, current contracts, and strategic priorities, will be a key initial focus.
- • Within the first 90 days, you will develop detailed strategic account plans for each major civilian agency, ensuring they are tightly aligned with their mission objectives and fiscal year budget cycles. You will actively begin advancing opportunities through the federal procurement process, establishing clear Key Performance Indicators (KPIs), and delivering early wins while simultaneously building strong executive relationships.
- • Looking ahead to your first year, the expectation is to meet or exceed assigned revenue targets through both new customer acquisition and expansion within your existing civilian federal accounts. You will establish yourself as a recognized, trusted strategic advisor to key agency stakeholders, driving measurable growth by increasing adoption, expanding use cases, and fostering deeper partnerships. Furthermore, you will identify and implement process improvements to accelerate civilian federal sales cycles and enhance the overall customer experience, contributing to Docker's long-term success in the federal market.
🎯 Requirements
- • 8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (e.g., DHS, HHS, Treasury, Commerce, State, DOJ).
- • 3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts.
- • Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies.
- • Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences.
- • Proven track record of managing multiple complex accounts simultaneously with strong attention to detail.
- • Excellent listening, negotiation, and executive presence.
- • Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired.
🏖️ Benefits
- • Freedom & flexibility; fit your work around your life.
- • Designated quarterly Whaleness Days plus end of year Whaleness break.
- • Home office setup; we want you comfortable while you work.
- • 16 weeks of paid Parental leave.
- • Technology stipend equivalent to $100 net/month.
- • PTO plan that encourages you to take time to do the things you enjoy.
- • Training stipend for conferences, courses and classes.
- • Equity; we are a growing start-up and want all employees to have a share in the success of the company.
- • Docker Swag.
- • Medical benefits, retirement and holidays vary by country.
- • Remote-first culture, with offices in Seattle and Paris.
Skills & Technologies
Docker
Remote
About Docker Inc.
Docker Inc. provides an open platform for developing, shipping, and running applications inside lightweight containers. Its tools package software and dependencies into portable units that run consistently across environments, accelerating DevOps workflows and cloud-native development. The company offers Docker Desktop, Hub, and subscription services that integrate with CI/CD pipelines and orchestration platforms, enabling teams to build, share, and deploy microservices at scale while maintaining security and governance policies.
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