Docker is seeking a results-oriented Senior Account Executive, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts. Responsibilities • Meet with prospects to generate interest in purchasing commercial Docker products • Meet with customers to identify areas to expand their partnership with Docker via additional products and services • Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business • Accurately forecast business on a monthly and quarterly cadence • Spearhead the growth & adoption of Docker within our existing user base • Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering • Respond to and qualify incoming inquiries regarding interest in Docker products • Craft a great first impression to our prospects and customers by adding value during every customer touchpoint • Partner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns • Engage in team development and mentoring Qualifications • 2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas • A demonstrated track record of success • Experience working with a technical product or the aptitude to quickly learn complex technical concepts • Experience with Open Source Software business models is preferred but not required • Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities • The ability to structure, control, and lead calls • High integrity and a team-first mentality • Positive and upbeat phone skills, excellent listening skills, and strong writing skills • Sales training and Salesforce experience a plus • 4-year college degree or equivalent experience preferred What to expect First 30 days: • You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program • You will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker • You will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management. • You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory • At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role First 60 Days: • During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory • You will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals) • Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media) • You will comprehend and maintain in-depth knowledge of Docker's products and have a great pitch • Adhere to team KPI metrics and prospecting standards • You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role • You will ideally be able to close your first transaction First 90 Days: • In month three, you will be confident in your craft and ready to fully immerse yourself in your day job • You will continue efforts to improve messaging, processes, and daily activities • You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt • You will be ready to independently operate at full speed Docker does not offer visa sponsorship for this role. Compensation & Equity Canada: CA$238K - CA$340K OTE + equity United States: $164.5K - $235K 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. #LI-REMOTE