Account Executive

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. 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. Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. 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. 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. 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. ~ This role includes regular customer visits (15 to 20% travel) 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. Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction. 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. 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. US Salary Range $238K – $340K OTE • Offers Equity Home office setup; Technology stipend equivalent to $100 USD net/month ~ Training stipend for conferences, courses and classes ~ Equity; 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. LI-REMOTE