Account Executive, Mid-Enterprise (US Central/West Coast)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!Docker is seeking a results-oriented Account Executive, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts.ResponsibilitiesMeet with prospects to generate interest in purchasing commercial Docker productsMeet with customers to identify areas to expand their partnership with Docker via additional products and servicesAchieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed businessAccurately forecast business on a monthly and quarterly cadenceSpearhead the growth & adoption of Docker within our existing user baseEstablish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offeringRespond to and qualify incoming inquiries regarding interest in Docker productsCraft a great first impression to our prospects and customers by adding value during every customer touchpointPartner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaignsEngage in team development and mentoringQualifications2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personasA demonstrated track record of successExperience working with a technical product or the aptitude to quickly learn complex technical conceptsExperience with Open Source Software business models is preferred but not requiredExperience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunitiesThe ability to structure, control, and lead callsHigh integrity and a team-first mentalityPositive and upbeat phone skills, excellent listening skills, and strong writing skillsSales training and Salesforce experience a plus4-year college degree or equivalent experience preferredWhat to ExpectFirst 30 DaysYou will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training programYou will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Outreach, Sales Navigator, and DockerYou will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management.You will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territoryAt the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your roleFirst 60 DaysDuring your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territoryYou will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals)Build prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)You will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitchAdhere to team KPI metrics and prospecting standardsYou will have an advanced understanding of tools, activities, and best practices to be successful in the AE roleYou will ideally be able to close your first t ... (truncated, view full listing at source)