Account Executive - Strategic

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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The Account Executive, Strategic, is responsible for managing and expanding relationships with key strategic accounts. This role involves a deep understanding of the client's business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

Responsibilities

• Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company.

• Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.

• Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.

• Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.

• Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.

• Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals.

• Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.

Qualifications

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding 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 at a time while maintaining sharp attention to detail.

• Excellent listening, negotiation, and presentation abilities.

• Strong verbal and written communication skills.

• Above and beyond: Trained in Command of the Message and MEDDPICC

• This role includes regular customer visits (15 to 20% travel)

What to expect

First 30 days:

• Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.

• Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.

• Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.

First 90 Days:

• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.

• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.

• Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.

• Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.

One Year Outlook:

• Achieving Sales Targets: By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts.

• Strategic Account Growth: Demonstrated growth in strategic accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company.

• Relationship Depth: At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact.

• Process Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.

• Professional Development: Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives.

Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company’s long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary.

Docker does not offer visa sponsorship for this role.

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Compensation & Equity

All full-time roles include equity. Final compensation is determined on factors including but not limited to experience, skills, qualifications, and location.

Canada: CA$345.1K – CA$493K OTE + equity

United States: $238K – $340K OTE • Offers 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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