Account Executive, Mid-Enterprise
The Account Executive will drive new business, renewals, and expansion of Docker’s commercial products among mid-market and enterprise customers. The role requires at least two years of B2B technology sales experience, strong prospecting and forecasting skills, and the ability to sell technical products to developer and engineering stakeholders.
About the job
Responsibilities
- Meet with prospects to generate interest in purchasing commercial Docker products.
- Meet with customers to identify opportunities to expand their partnership with Docker through additional products and services.
- Achieve monthly and quarterly sales targets, including sourced qualified opportunities and closed business.
- Accurately forecast business on a monthly and quarterly cadence.
- Spearhead Docker growth and adoption within the existing user base.
- Establish and maintain engagement with clients whose usage patterns indicate propensity to acquire Docker’s commercial offering.
- Respond to and qualify incoming inquiries about Docker products.
- Add value during every customer touchpoint.
- Partner with cross-functional teams to share customer feedback, inform the product roadmap, and support marketing campaigns.
- Participate in team development and mentoring.
Requirements
- 2+ years of sales experience selling to mid-market and/or enterprise customers; technical products sold to developer and engineering personas are preferred.
- Demonstrated track record of success.
- Experience with technical products or aptitude to quickly learn complex technical concepts.
- Experience with B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closing.
- Ability to structure, control, and lead calls.
- High integrity and a team-first mentality.
- Positive phone skills, excellent listening skills, and strong writing skills.
- A four-year college degree or equivalent experience preferred.
Nice to Have
- Experience with open-source software business models.
- Sales training.
- Salesforce experience.
Compensation & Benefits
- Canada: CA$147K–CA$210K OTE plus equity.
- United States: $101.5K–$145K OTE plus equity.
- Remote-first flexibility.
- Quarterly Whaleness Days and an end-of-year Whaleness break.
- Home office setup.
- 16 weeks of paid parental leave after six months of employment.
- Technology stipend equivalent to $100 USD net per month.
- PTO plan.
- Training stipend for conferences, courses, and classes.
- Equity participation.
- Docker swag.
- Medical benefits, retirement, and holidays vary by country.
Skills
Docker, Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, B2B Sales, Open Source Software, Opportunity Qualification, Objection Handling, Account Management
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