Director, Strategic Sales

About the role

Docker is seeking a leader to guide our Americas Strategic sales segment and manage our team of Account Executives. You will drive performance, refine sales processes, and ensure our developer-focused tools remain central to the software development lifecycle. In this capacity, you will own the end-to-end success of strategic accounts, aligning solutions with complex business needs. You will act as a key architect of growth, identifying expansion opportunities and championing Docker's platform within enterprise environments. Your work will directly influence how development teams build, deploy, and scale their applications globally. You will foster partnerships that transform tactical users into strategic advocates for the Docker ecosystem. This role requires a blend of operational rigor and visionary leadership to navigate the evolving landscape of software delivery.

Key facts

What you'll do

• Lead, mentor, and capacity plan for a team of Strategic Account Executives to maximize coverage and pipeline generation.
• Oversee the full sales cycle from initial discovery through to executive closure, ensuring adherence to best practices.
• Report on key performance metrics including win rates, deal velocity, and quota attainment with precision.
• Develop and execute sales forecasts on a monthly, quarterly, and annual basis to align with company objectives.
• Collaborate with Marketing and Product teams to align on strategy, messaging, and brand consistency for key initiatives.
• Implement improvements to sales administration and internal processes to enhance efficiency and data integrity.
• Ensure strict compliance with finance, legal, and contractual policies across all strategic engagements.
• Utilize deep customer insights to influence product development priorities and engagement strategies.
• Partner with Customer Success to identify expansion paths and reduce churn within existing accounts.
• Evaluate market trends and competitive positioning to refine our strategic sales approach continuously.
• Coach Account Executives on complex stakeholder mapping and executive-level communication techniques.
• Drive the adoption of value-based selling methodologies to secure buy-in at the highest organizational levels.
• Own the management of key strategic accounts, ensuring health scores remain positive and objectives are met.
• Facilitate cross-functional alignment to resolve enterprise-level challenges and accelerate deal progression.

Requirements

• 3+ years of experience managing high-growth Enterprise sales teams with a proven track record of success.
• Hold a BSc degree in Business Administration, Sales, or a related field from an accredited institution.
• Demonstrate proficiency with CRM systems and advanced Google Sheets for reporting and analysis.
• Possess experience managing sales through indirect channels and partner ecosystems.
• Exhibit strong analytical, numerical, and problem-solving capabilities to interpret complex data sets.
• Show fluency in English language skills, both written and verbal, for global communication.
• Ability to coach teams on value-based selling using MEDDPICC and Command of the Message frameworks effectively.
• Have a history of building and leading high-performing sales professionals in a remote or hybrid environment.
• Display strong judgment and decision-making skills when navigating ambiguous business problems.
• Demonstrate ownership and accountability for results in a fast-paced, deadline-driven environment.
• Show resilience and adaptability when managing multiple priorities and shifting market conditions.
• Commit to upholding the highest standards of ethics and integrity in all professional interactions.
• Understand the technical implications of software development lifecycles to engage effectively with technical audiences.

Skills & tools

• CRM software
• Google Sheets
• MEDDPICC
• Command of the Message

Practical notes

• Visa sponsorship is not available for this position.
• Benefits include 16 weeks of paid parental leave after 6 months of employment, a monthly technology stipend of $100 USD net, and quarterly Whaleness Days.
• The role includes a training stipend for professional development and a home office setup budget.
• We operate as a remote-first company with physical offices in Seattle and Paris.