Account Executive, Mid-Enterprise (East)

About Docker

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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Docker is seeking a results-oriented 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$147K – CA$210K OTE + equity

United States: $101.5K – $145K OTE + equity

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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.

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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.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

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