Docker helps developers bring their ideas to life by conquering the complexity of app development.
Manager, Mid-Enterprise Sales – Central
Location
United States
Posted
21 days ago
Salary
$182K - $260K / year
Seniority
Mid Level
Job Description
Manager, Mid-Enterprise Sales – Central
Docker, Inc
• Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets. • Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy. • Run a disciplined weekly operating cadence across forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching. • Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership. • Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution. • Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan. • Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services. • Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities. • Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays. • Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning. • Prepare accurate monthly and quarterly forecasts and communicate regional performance, risk, upside, and support needs to senior leadership. • Model Docker’s virtues through developer obsession, humble confidence, bias for considered action, open collaboration, and outcome-driven leadership.
Job Requirements
- 2+ years of experience managing quota-carrying SaaS Account Executives; 5+ years of B2B SaaS sales experience preferred.
- Proven track record of meeting or exceeding team revenue targets and improving rep productivity.
- Experience selling into mid-market, commercial, or Mid-Enterprise customers.
- Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence.
- Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing.
- Experience working with technical products or strong aptitude to quickly learn complex technical concepts.
- Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas.
- High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment.
- Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred.
- Experience with open-source software business models, product-led growth, sales-assist motions, or usage-based expansion preferred.
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
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