Account Executive, Corporate Sales

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. Docker is seeking a results-oriented Account Executive, Corporate Sales to support the EMEA Strategic Sales team. This is a high-velocity overlay role: you will own all transactional opportunities under $30K Gross ARR across the EMEA Strategic account base, including small seat expansions, Docker Hardened Images (DHI) deals, and add-on sales that fall outside the renewal cycle. By taking ownership of these deals end-to-end, you free Strategic AEs to focus on six- and seven-figure growth opportunities while ensuring that no small deal falls through the cracks.   The ideal candidate is a self-starter with strong commercial instinct, the ability to move quickly through short sales cycles, and a collaborative mindset that thrives in a team-first environment. You will work across multiple accounts and territories simultaneously, partnering with Strategic AEs, Technical Account Managers, Solutions Engineers, and Renewal Managers.     RESPONSIBILITIES - Own and close all sub-$30K Gross ARR opportunities across the America Strategic account base, including new add-ons, small expansions, and standalone Docker Hardened Images (DHI) deals - Meet monthly and quarterly sales targets for sourced qualified opportunities and closed business - Accurately forecast business on a monthly and quarterly cadence using Salesforce - Partner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experience - Collaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closure - Engage with procurement teams and channel partners across EMEA markets to drive transactions to completion, navigating varied purchasing processes and compliance requirements - Respond to and qualify incoming inquiries regarding Docker products within the ~$30K segment - Spearhead the adoption and expansion of Docker within our existing customer install base by prospecting & identifying upsell and cross-sell opportunities - Share customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign priorities - Maintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunities - Develop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Hardened Images, and the Docker AI Governance suite of products   QUALIFICATIONS - 2+ years of B2B SaaS sales experience, ideally selling technical products to developer, engineering, or IT personas - A demonstrated track record of meeting or exceeding quota in a high-velocity or transactional sales motion - Experience working with or the aptitude to quickly learn complex technical products; familiarity with containers, DevOps, or developer tooling is a strong plus - Comfort operating across multiple European and Latin American markets, including navigating diverse procurement processes, time zones, and cultural norms - Experience with all aspects of B2B technology sales, including pre-call planning, opportunity qualification, objection handling, and closing - Strong organizational skills — the ability to manage a high volume of concurrent deals without dropping the ball - High integrity and a team-first mentality; you succeed by making the people around you more productive - Excellent listening skills, strong writing skills, and a positive, energetic phone and video presence - Experience with Salesforce, ZoomInfo, Outreach, Sales Navigator, and similar sales tools is a plus - Experience with Open Source Software business models is preferred but not required   WHAT TO EXPECT FIRST 30 DAYS: - Onboard with Docker's first-in-class training program, including equipment setup, swag, and collaborative onboarding - Learn Docker's sales tools (Salesforce, ZoomInfo, Outreach, Sales Navigator) and internal processes - Shadow Strategic AEs across EMEA to understand account dynamics, deal flow, and handoff protocols - Begin core CAE functions: lead qualification, discovery meetings, and pipeline intake from Strategic AEs - Develop working relationships with each Strategic AE, TAM, and SE on the EMEA team   FIRST 60 DAYS: - Take full ownership of the sub-$30K pipeline across all Amer Strategic territories - Develop a repeatable playbook for high-velocity deal execution across Docker Business, DHI, and add-on products - Build proficiency in Docker's product suite and develop a compelling, concise pitch tailored to the sub-$30K buyer - Close your first transactions and establish a forecasting cadence with your manager   FIRST 90 DAYS: - Operate independently at full speed, managing a high volume of concurrent deals across multiple markets - Have multiple closed transactions (add-ons, DHI, small expansions) under your belt - Be a trusted partner to every Strategic AE on the team, with clear handoff processes and feedback loops in place   Docker does not offer visa sponsorship for this role.     Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - Home office setup; we want you comfortable while you work - 16 weeks of paid Parental leave (after 6 months of employment) - Technology stipend equivalent to $100 USD net/month - PTO plan that encourages you to take time to do the things you enjoy - Training stipend for conferences, courses and classes - Equity; we are a growing start-up and want all employees to have a share in the success of the company - Docker Swag - 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. The more inclusive we are, the better our company will be. #LI-REMOTE