Docker
Account Executive, Corporate Sales
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Account Executive, Corporate Sales
Account Executive, Corporate Sales (EMEA Strategic Sales Assistant) at Docker
About Docker
Docker has been one of the most loved brands in developer tooling, trusted by over 20 million monthly users and 20 billion+ container image pulls. From solo founders to the world’s largest companies, developers rely on Docker to build, share, and run applications across our suite of products, including: [DockerDesktop], [DockerHub], and [DockerScout].
As AI redefines software development, Docker is at the centre of this transformation—providing sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
The Role
Docker is hiring a high-velocity Account Executive, Corporate Sales to support the EMEA Strategic Sales team. This is an overlay role focused on $<30K Gross ARR opportunities—from DockerHardenedImages (DHI) deals to small seat expansions—ensuring deals don’t fall through the cracks while allowing Strategic AEs to focus on six- and seven-figure growth.
The ideal candidate is a self-starting, commercially astute professional who thrives in rapid sales cycles and collaborates effectively in a team-first environment. You’ll juggle multiple accounts and territories, partnering closely with Strategic AEs, Technical Account Managers (TAMs), Solutions Engineers (SEs), and Renewal Managers.
Responsibilities
- Own and close all $<30K Gross ARR transactions across EMEA, including:
- New product add-ons
- Small licence expansions
- Standalone DockerHardenedImages (DHI) deals
- Meet monthly and quarterly sales targets for qualified leads and closed business
- Forecast business outcomes accurately (monthly/quarterly) using Salesforce
- Partner with Strategic AEs to identify small opportunities within their accounts, ensuring flawless handoffs and seamless customer experiences
- Collaborate with TAMs and SEs to clarify technical requirements and accelerate deal closures
- Engage with procurement teams and channel partners across EMEA, navigating diverse purchasing processes and compliance hurdles
- Respond to and qualify incoming inquiries for Docker products below the $30K segment
- Prospect for upsell and cross-sell potential within the existing customer base
- Share customer feedback with Product, Marketing, and Sales leadership to shape roadmaps and campaigns
- Maintain strict Salesforce hygiene while managing a high-volume, concurrent pipeline
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Requirements
Experience & Skills
- 2+ years of B2B SaaS sales, with preference for technical products addressing developer, engineering, or IT buyers
- Proven record of exceeding quota in high-velocity, transactional sales
- Ability to work with complex technical products—familiarity with containers, DevOps, or developer tooling is a strong plus
- Comfort navigating across multi-market dynamics (EMEA/Latin America), including different procurement workflows, languages, and cultural norms
- Full-span B2B technology sales expertise (pre-call planning, qualification, objection handling, closing)
- High organisational skills to manage many concurrent deals without overlooking critical details
- Team-first mindset, prioritising collaborative success over individual achievement
- Strong active listening, communication (written/verbal), and emotional intelligence
Technical & Tool-Based Competencies
- Familiarity with Salesforce, ZoomInfo, Outreach, Sales Navigator—proficiency is a plus
- Experience (or willingness to acquire) with Open Source Software (OSS) business models is preferred but not mandatory
What to Expect (Onboarding Timeline)
First 30 Days
- Complete Docker’s in-house training program, including:
- Technical tools setup & equipment
- Host company swag
- Account planning & collaboration sessions
- Hands-on usage of Docker’s product suite (Desktop, Business, Hub, DHI, AI Governance)
- Observe Strategic AEs in action (shadow sessions) to grasp:
- EMEA regional account dynamics
- Deal flow and handoff protocols
- Begin core CAE duties:
- Lead qualification
- Discovery meetings
- Pipeline intake for Strategic AEs
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First 60 Days
- Take full ownership of the $<30K EMEA pipeline
- Develop field-tested playbooks for:
- High-velocity closures of Docker Business, DHI, and add-ons
- Key messaging frameworks tailored uniquely to the $<30K buyer
- Complete your first transactions while aligning forecasting with your manager
First 90 Days
- Operate independently at full velocity, actively managing multi-country deals
- Achieve 3+ closed transactions (add-ons, DHI, or expansions)
- Establish yourself as a trusted collaborative partner for Strategic AEs, establishing clear feedback loops and automated handoffs
Important: Docker does not offer visa sponsorship for this role.
Perks & Culture
- Work-life flexibility, including remote-first ownership over your schedule
- Two paid Whaleness Days per quarter and an end-of-year full week break
- Home office stipend to outfit your work environment
- 16 weeks of paid parental leave, after 6 months of employment
- $100/USD monthly tech stipend
- Generous PTO policy to encourage self-care and personal projects
- Training stipend for industry certifications, summits, or courses
- Company equity—Docker is a scaling company, and we share its growth success
- Endless dockers fandom merch for hard workers
- Comprehensive benefits (healthcare, retirement, holidays) tied to local regulations
- Office presence in Seattle & Paris, though fully remote by default
"Committed to Inclusion"
Docker values diversity, equity, and belonging. We aim to cultivate an environment where different backgrounds, perspectives, and skill sets fuel our collective, creative triumph.
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