Account Executive, Strategic (East)

Docker·United StatesRemotesenior

In short

→Vendedor estratégico para clientes clave (F100), enfocado en crecimiento y relaciones duraderas.
→Gestión de cuentas complejas, planificación estratégica y negociación de contratos con altos ejecutivos.
→Se requiere viajar entre 15-20% y dominio de metodologías como MEDDPICC y Command of the Message.

Trained in Command of the Message and MEDDPICC

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What they ask for

✓5+ años vendiendo a empresas F100 o de gran tamaño.
✓Experiencia comprobada superando objetivos comerciales.
✓Capacidad de influir y presentar a nivel ejecutivo (C-level).
✓Habilidades avanzadas de escucha, negociación y presentación.
✓Manejo de múltiples cuentas con atención al detalle.
✓Viaje regular (15-20%) y formación en MEDDPICC y Command of the Message.

Don't tick every box? That's normal — your free dossier shows your gaps and how to cover them in the interview.

Docker DesktopDocker HubDocker ScoutMEDDPICCCommand of the MessageSales ForecastingCRM (implícito en responsabiliCross-functional CollaborationMarket Analysis ToolsContract Negotiation Platforms

Who should you write to at Docker?

Your free dossier identifies the people who'd interview you — their background, what they value, and how to reach out so you stand out before applying.

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. 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, the ability to develop 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 - Client Relationship Management: 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. - Strategic Business Planning: 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. - Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities. - Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities. - Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market. - Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals. - Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company. QUALIFICATIONS - 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. - Above and beyond: Trained in Command of the Message and MEDDPICC - This role includes regular customer visits (15 to 20% travel) 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 oneself with the company culture and processes. - Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial. - Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meeting

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