Account Executive, Strategic, Federal (Civilian)

Account Executive, Strategic, Federal (Civilian) 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! The Account Executive, Strategic, Federal (Civilian) is responsible for managing and expanding high-value relationships with key civilian federal agencies. This role requires a deep understanding of civilian government missions, procurement processes, and regulatory environments, along with the ability to develop long-term strategic partnerships that drive sustainable revenue growth and exceptional client satisfaction. RESPONSIBILITIES - Client Relationship Management: Serve as the trusted advisor and primary point of contact for senior leaders and program executives within civilian federal agencies. Build and nurture long-term, mission-aligned relationships across CIO, CISO, and program office levels. - Strategic Business Planning: Develop deep insight into each agency’s mission, IT modernization goals, and budgetary constraints. Partner with clients to create and execute multi-year strategic plans that align Docker solutions with their federal mandates and digital transformation initiatives. - Sales Targets: Consistently achieve and exceed revenue quotas by identifying, qualifying, and closing strategic opportunities within civilian federal accounts. - Market & Procurement Intelligence: Track civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. Leverage this intelligence to shape go-to-market strategies and uncover new opportunities. - Cross-Functional Collaboration: Partner closely with internal teams (Product, Solutions Engineering, Legal, Finance, and Marketing) to deliver cohesive, compliant solutions that meet FAR, agency-specific policies, and federal security standards. - Reporting & Forecasting: Deliver accurate pipeline forecasts, track key account metrics, and provide regular executive-level reporting on account health and progress toward strategic objectives. - Contract Negotiation: Lead complex negotiations involving civilian agency Contracting Officers, program offices, and legal teams to secure favorable terms, including GWACs, IDIQs, and agency-specific vehicles. QUALIFICATIONS - 8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (DHS, HHS, Treasury, Commerce, State, DOJ, etc.). - 3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts. - Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies. - Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences. - Proven track record of managing multiple complex accounts simultaneously with strong attention to detail. - Excellent listening, negotiation, and executive presence. - Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired. WHAT TO EXPECT FIRST 30 DAYS - Complete comprehensive onboarding on Docker’s federal offerings, value proposition, and competitive landscape. - Build relationships with internal federal sales, solutions engineering, and legal teams. - Deep-dive into your assigned civilian agency accounts, reviewing history, current contracts, and strategic priorities. FIRST 90 DAYS - Complete detailed strategic account plans for each major civilian agency, aligned with their mission and FY budget cycles. - Begin actively advancing opportunities through the ... (truncated, view full listing at source)