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, Mid-Enterprise. The ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts. RESPONSIBILITIES - Meet with prospects to generate interest in purchasing commercial Docker products - Meet with customers to identify areas to expand their partnership with Docker via additional products and services - Achieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business - Accurately forecast business on a monthly and quarterly cadence - Spearhead the growth & adoption of Docker within our existing user base - Establish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering - Respond to and qualify incoming inquiries regarding interest in Docker products - Craft a great first impression to our prospects and customers by adding value during every customer touchpoint - Partner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns - Engage in team development and mentoring QUALIFICATIONS - 2+ year(s) of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas - A demonstrated track record of success - Experience working with a technical product or the aptitude to quickly learn complex technical concepts - Experience with Open Source Software business models is preferred but not required - Experience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities - The ability to structure, control, and lead calls - High integrity and a team-first mentality - Positive and upbeat phone skills, excellent listening skills, and strong writing skills - Sales training and Salesforce experience a plus - 4-year college degree or equivalent experience preferred WHAT TO EXPECT FIRST 30 DAYS - You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program - You will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker - You 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 territory - At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role FIRST 60 DAYS - During your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory - You 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, under

Account Executive, Mid-Enterprise (Central)

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