Account Executive, Strategic, Federal (DoD/DoW)

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 (DoD/DoW/) is responsible for managing and expanding high-value relationships with key strategic accounts across the Department of Defense communities. This role demands a deep understanding of DoD/DoW missions, national security priorities, and DoD/DoW requirements, along with the ability to develop and execute long-term strategic plans that accelerate revenue growth while delivering mission-critical outcomes. The ideal candidate brings a proven track record of selling into complex defense environments, exceptional executive presence, and the ability to navigate extended federal acquisition cycles and high-stakes negotiations. RESPONSIBILITIES - Client Relationship Management: Serve as the trusted strategic advisor and primary point of contact for senior leaders across DoD/DoW Services (Army, Navy, Air Force, Marines), Combatant Commands, Defense Agencies, and Program Executive Offices. Advocate for client needs and mission priorities inside Docker. - Strategic DoW Planning: Develop intimate knowledge of each account’s mission, FY budget priorities, digital modernization goals, and operational challenges. Partner with clients to co-create and execute multi-year strategic plans that align Docker solutions with DoD/DoW Joint Warfighting concepts, DevSecOps initiatives, and AI/ML enablement. - Sales Targets: Consistently achieve and exceed aggressive revenue quotas by identifying, qualifying, and closing strategic opportunities within the DoD/DoW portfolio. - DoD/DoW/DoW/DoW Market Intelligence: Monitor defense trends, PPBE cycles, DoD/DoW AI strategies, Zero Trust mandates, software modernization directives, and competitive landscape to inform account strategy and uncover new mission-aligned opportunities. - Cross-Functional Collaboration: Partner seamlessly with internal teams (Solutions Engineering, Product, Legal, Finance, and Marketing) to deliver compliant, mission-ready solutions that meet stringent DoD/DoW security, accreditation, and procurement requirements. - Reporting & Forecasting: Deliver accurate, defense-focused pipeline forecasts and executive-level reporting on account health, opportunity progression, and performance against DoD/DoW-specific goals. - Contract Negotiation: Lead complex negotiations involving DoD/DoW Contracting Officers, legal teams, and program offices to secure favorable terms across GWACs, IDIQs, OTAs, and service-specific vehicles. QUALIFICATIONS - 8+ years of proven success selling enterprise technology solutions to large, complex DoD/DoW organizations, with a demonstrated track record of meeting or exceeding targets in defense environments. - 3+ years of direct selling experience to the Department of Defense (Services, Agencies, or Combatant Commands). - Deep understanding of DoD/DoW acquisition processes, PPBE, JCIDS, FAR/DFARS, FedRAMP, and classified program environments. - Exceptional ability to communicate, present, and influence credibly at all levels, including Flag/General Officers, SES, CIOs, and PEOs. - Proven experience delivering mission-focused solutions that address DoW requirements and national security priorities. - Strong project management skills with the ability to handle multiple complex strategic accounts simultaneously while maintaining sharp attention to detail. - Excellent listening, negotiation, and executive presentation skills. - Strong verbal and written communication skills. - Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal/DoD/DoW sales methodologies is highly desired. Active Secret clearance (or ability to obtain) preferred. WHAT TO EXPECT FIRST 30 DAYS - Complete intensive onboarding focused on Docker’s DoD/DoW offerings, value proposition in national security contexts, and the competitive defense landscape. - Build strong internal relationships with federal sales leadership, solutions engineering, and legal/compliance teams. - Begin deep familiarization with your assigned DoD/DoW accounts, reviewing history, current contracts, and mission priorities. FIRST 90 DAYS - Complete comprehensive strategic account plans for each major DoD/DoW client, aligned with their FY budgets and modernization roadmaps. - Actively advance opportunities through the defense acquisition process and begin building relationships with key program offices. - Establish clear KPIs and deliver early mission-aligned wins. ONE-YEAR OUTLOOK - Meet or exceed assigned revenue targets through new program wins and expansion within existing DoD/DoW accounts. - Establish yourself as a trusted strategic advisor to senior defense stakeholders. - Demonstrate measurable growth in strategic accounts through increased adoption, expanded use cases, and stronger mission partnerships. - Identify and implement process improvements to accelerate DoD/DoW sales cycles and enhance customer mission outcomes. - Continue professional development in defense technology trends and leadership to further strengthen your impact. Success in this role is measured by revenue achievement, depth of relationships with senior DoD/DoW leadership, the strategic mission value delivered to DoD/DoWs, and the long-term growth of Docker’s position within the Department of Defense. Docker does not offer visa sponsorship for this role. We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. 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 - Technology stipend equivalent to $100 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