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Docker is seeking a Strategic Account Executive to manage and expand relationships with key strategic accounts. Docker is a globally distributed, remote-first company trusted by over 20 million monthly users and 20 billion container image pulls. The company provides essential developer tools including Docker Desktop, Docker Hub, and Docker Scout, and is positioned at the center of how AI agents are redefining software development.
In this role, you will serve as the primary point of contact for strategic clients, building deep, trust-based relationships and acting as their advocate within Docker. You will develop thorough understandings of client business needs and devise strategic plans aligned with their goals to drive mutual growth. Your responsibilities include achieving and exceeding sales quotas within your assigned portfolio, conducting market analysis to identify new opportunities, leading contract negotiations, and collaborating with cross-functional teams (marketing, product, customer service) to deliver cohesive solutions. You will also provide accurate forecasts, track key account metrics, and report on account status and sales performance against goals.
The first 30 days focus on understanding Docker's products, competitive landscape, and company culture, while building relationships with internal stakeholders and familiarizing yourself with your strategic account portfolio. Within 90 days, you should develop detailed strategic plans for each account, establish clear KPIs, actively pursue new business opportunities, and implement feedback loops for continuous improvement. By one year, success is measured by meeting or exceeding sales targets, demonstrating strategic account growth with increased engagement and revenue, establishing deep trust-based relationships where you are seen as a strategic advisor, identifying and implementing process improvements, and continuing your professional development.
REQUIREMENTS:
- 5+ years of experience selling to large, complex F100 businesses with a proven track record of meeting or exceeding sales targets, preferably in a similar industry or role
- Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
- Experience delivering client-focused solutions to customer needs
- Proven ability to manage multiple account management projects simultaneously while maintaining sharp attention to detail
- Excellent listening, negotiation, and presentation abilities
- Strong verbal and written communication skills
- Preferred: Training in Command of the Message and MEDDPICC
Note: Docker does not offer visa sponsorship for this role.
