Account Executive, Corporate Sales

About the role

Docker is in search of a dynamic sales professional to enhance its APAC Strategic Sales team as a high-velocity overlay representative. This role focuses on managing all transactional deals that fall under $30K Gross Annual Recurring Revenue (ARR). By handling these smaller deals, you will enable the broader sales team to concentrate on larger growth opportunities while ensuring that product adoption and small-scale expansions are executed smoothly and efficiently.

Key facts

What you'll do

• Oversee and finalize all deals under $30K Gross ARR, which includes sales of Docker Hardened Images (DHI), seat expansions, and additional product offerings.
• Meet and exceed monthly and quarterly sales targets for both sourced leads and closed business transactions.
• Maintain precise forecasting and pipeline information within Salesforce to ensure accurate reporting and tracking.
• Collaborate with Strategic Account Executives to triage and manage smaller opportunities within their designated accounts.
• Partner with Technical Account Managers and Solutions Engineers to address any technical requirements associated with deals.
• Navigate the complexities of procurement, compliance, and channel partner processes across various markets in the APAC region.
• Assess incoming product inquiries to qualify leads and identify potential upsell or cross-sell opportunities within the existing customer base.
• Provide valuable product and market insights to internal leadership teams to inform strategy and product development.
• Develop a comprehensive understanding of the entire product suite, which includes Docker Desktop, Docker Business, Docker Hub, Docker Hardened Images, and Docker AI Governance.

Requirements

• A minimum of 2 years of experience in B2B SaaS sales, ideally with a focus on selling to engineering, developer, or IT audiences.
• A proven track record of meeting or surpassing sales quotas in fast-paced transactional sales environments.
• Familiarity with managing complex technical products, particularly in the realms of DevOps, containers, or developer tools.
• Experience in managing sales cycles across the APAC region, including navigating various procurement practices and time zone differences.
• Proficiency in all phases of the sales process, from initial qualification of leads to closing deals.
• Strong organizational skills to effectively manage a high volume of concurrent deals.
• A collaborative approach with a strong emphasis on team success and shared goals.
• Excellent communication skills for effective interactions via phone and video.

Nice to have

• Experience with Open Source Software business models, which can provide additional insights into customer needs.
• Familiarity with sales tools such as Salesforce, ZoomInfo, Outreach, and Sales Navigator, which can enhance productivity and efficiency.

Skills & tools

• Salesforce
• ZoomInfo
• Outreach
• Sales Navigator
• Docker Desktop
• Docker Business
• Docker Hub
• Docker Hardened Images
• Docker AI Governance

Practical notes

• Please note that visa sponsorship is not available for this position, so candidates must have the right to work in Australia.
• Docker offers a range of benefits, including 16 weeks of paid parental leave after six months of employment, a monthly technology stipend of $100 USD, and quarterly Whaleness Days to promote well-being.
• The role includes an equity component, as well as a training stipend for ongoing professional development.
• Medical, retirement, and holiday benefits will be provided in accordance with local country standards, ensuring that employees receive comprehensive support.

This position at Docker is an excellent opportunity for a motivated sales professional looking to make a significant impact in a fast-growing company within the tech industry. If you meet the qualifications and are excited about the prospect of driving sales in a dynamic environment, we encourage you to apply and become part of our innovative team.

About the company

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.