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.

A Regional Sales Director, Strategic, plays a critical role in leading sales efforts across Docker’s largest, most strategic accounts. This position involves a blend of strategic planning, sales leadership, market analysis, enablement, coaching, and customer relationship management.

Responsibilities:

Strategic Planning and Execution:

Develop and execute strategic plans to achieve sales targets and expand the company’s customer base
Design and execute a strategy that aligns Docker to your customer’s Executive teams

Leadership and Team Management:

Lead and motivate a sales team to achieve sales & pipeline targets
Recruit, onboard, enable, and support top-tier Account Executives
Evaluate sales team performance, providing coaching & guidance to improve productivity

Sales Operations:

Manage key customer relationships and participate in closing strategic opportunities
Monitor and analyze performance metrics, suggesting improvements where needed
Prepare accurate monthly, quarterly, and annual sales forecasts

Market Analysis and Business Development:

Identify emerging markets and market shifts while being fully aware of new products and competitive landscape
Support AEs in developing new business with existing clients and/or identifying areas of opportunity to meet & surpass sales quotas
Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success

Customer Relationship Management:

Establish and maintain strong executive sponsor relationships with strategic customers and key business partners
Assess potential deal problems and support AEs in actioning prompt solutions
Participate in industry conferences and events to network and build the company’s brand presence and market coverage
Lead high-level negotiations on significant deals as needed, through an advanced understanding of complex sales cycles, contractual agreements, and financial literacy

Qualifications:

Proven Sales Experience: 5+ years experience leading multinational sales teams selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a DevSecOps-related business
Leadership Skills: Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation
Strategic Thinking: Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint
Communication and Interpersonal Skills: Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, team members, and the wider business
Customer-focused: A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership
Adaptability: Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape
Sales Methodologies: Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies

What to expect

First 30 days:

Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment within which it operates. This period is crucial for grasping the business model, sales processes, and tools.
Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key.
Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats.
Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy.

First 90 days:

Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals. This strategy might include targeting new enterprise accounts, expanding into new territories, or upselling to existing customers.
Team Structure: By now you should have settled into the Territory, Accounts and solidified which AEs will be on your team to drive revenue.
Team Building and Training: Focus on building a strong team culture, ensuring everyone is aligned with the strategy. This may involve training sessions to improve skills or introducing new sales methodologies.
Assess your team and begin hiring: Hiring is critical to the success of Docker. It’s important to hire A+ talent, aligned to our values, that will allow us to build a great culture and scale our organization.
Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts.

One Year Outlook

Achieving Sales Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key.
Team Development: Develop your team so that they’re operating at a high level across prospecting, discovery, sales cycle execution, deal closing, and overall Sales Excellence
Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations.
Expansion and Scaling: Look for opportunities to expand your region's presence, either by exploring new markets, launching new product lines, or optimizing sales channels.
Review and Reflection: Conduct a comprehensive review of the year's performance, reflecting on successes, challenges, and lessons learned. Use this analysis to refine your strategy for the following year.

Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Regional Sales Director, especially in the enterprise sector, involves navigating complex sales cycles, managing high-value relationships, and leading a diverse team towards achieving ambitious sales targets. Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills.

Docker does not offer visa sponsorship for this role.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

Perks

Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave (after 6 months of employment)
Technology stipend equivalent to $100 USD net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

#LI-REMOTE

Regional Sales Director, Strategic (EMEA)