Account Executive, Strategic (East)

Docker is a globally distributed, remote-first team building the tools that define how software gets built and delivered. Trusted by more than 20 million monthly users and over 20 billion container image pulls, Docker empowers developers—from solo founders to the world's largest companies—to build, share, and run applications using products like Docker Desktop, Docker Hub, and Docker Scout. As AI agents redefine software development, Docker provides the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

About the role

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, developing 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.

Responsibilities

• Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company.
• Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.
• Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.
• Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.
• Collaborate 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.
• Lead contract negotiations, ensuring favorable terms for both the client and the company.

What to expect

First 30 Days

• Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing yourself with the company culture and processes.
• Relationship Building: Establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understand their roles and how they contribute to the success of strategic accounts.
• Client Familiarization: Review the portfolio of strategic accounts, including account histories, previous interactions, and current contracts or agreements. Conduct initial meetings with key clients to introduce yourself as their new point of contact.

First 90 Days

• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives in collaboration with clients and internal teams.
• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.
• Sales and Negotiations: Actively pursue new business opportunities within strategic accounts, including negotiating terms for contracts or renewals, and efforts to cross-sell or up-sell.
• Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.

One Year Outlook

• Achieving Sales Targets: Meet or exceed the initial sales targets set for your strategic accounts, including successfully closing new deals and expanding business within existing accounts.
• Strategic Account Growth: Demonstrate growth in strategic accounts through increased engagement, higher revenue, and enhanced partnership levels.
• Relationship Depth: Establish deep, trust-based relationships with key stakeholders within each strategic account. Be seen as a strategic advisor rather than just a sales contact.
• Process Improvements: Identify and implement process improvements based on lessons learned to increase efficiency, customer satisfaction, and sales effectiveness.
• Professional Development: Continue professional growth through leadership development, advanced sales strategies, and industry knowledge enhancement.

Success in this 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.

Requirements

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.
• 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.
• Excellent listening, negotiation, and presentation abilities.
• Strong verbal and written communication skills.
• Trained in Command of the Message and MEDDPICC (preferred).
• This role includes regular customer visits (15 to 20% travel).

Docker does not offer visa sponsorship for this role.

Pay

US Salary Range: $238K – $340K OTE. Offers include equity.

Benefits

• 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.