Manager, Mid-Enterprise Sales (Central) at Docker

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 Manager, Mid-Enterprise Sales, Central Region to lead a team of Account Executives responsible for growing Docker’s Mid-Enterprise business. This leader will own regional revenue execution, coach and develop AEs, inspect pipeline and forecast quality, and help scale Docker’s multi-product sales motion across commercial products and customer expansion opportunities. The ideal candidate is a hands-on sales leader with a proven track record of leading quota-carrying SaaS sellers, improving rep productivity, running disciplined forecast and pipeline cadences, and selling technical products to developer, engineering, DevOps, security, platform, and IT audiences. RESPONSIBILITIES - Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets. - Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy. - Run a disciplined weekly operating cadence across forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching. - Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership. - Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution. - Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan. - Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services. - Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities. - Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays. - Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning. - Prepare accurate monthly and quarterly forecasts and communicate regional performance, risk, upside, and support needs to senior leadership. - Model Docker’s virtues through developer obsession, humble confidence, bias for considered action, open collaboration, and outcome-driven leadership. QUALIFICATIONS - 2+ years of experience managing quota-carrying SaaS Account Executives; 5+ years of B2B SaaS sales experience preferred. - Proven track record of meeting or exceeding team revenue targets and improving rep productivity. - Experience selling into mid-market, commercial, or Mid-Enterprise customers. - Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence. - Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing. - Experience working with technical products or strong aptitude to quickly learn complex technical concepts. - Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas. - High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment. - Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred. - Experience with open-source software business models, product-led growth, sales-assist motions, or usage-based expansion preferred. WHAT TO EXPECT FIRST 30 DAYS - You will be welcomed with Docker’s onboarding experience, including equipment setup, Docker context, and a collaborative training program. - You will learn Docker’s sales tools, operating rhythms, products, customer segments, and Mid-Enterprise sales motion. - You will meet your AEs, sales leadership, RevOps, Sales Engineering, CS, Renewals, Marketing, Enablement, Product partners, and key cross-functional stakeholders. - You will begin auditing pipeline, forecast categories, stage hygiene, account coverage, rep performance, and customer/renewal expansion opportunities. - By the end of your first month, you will have a clear region diagnosis and a working cadence for forecast, pipeline, deal inspection, and rep coaching. FIRST 60 DAYS - You will be focused on improving regional operating discipline, AE coaching, forecast quality, pipeline generation, and customer engagement. - You will have established rep-specific coaching plans and a consistent weekly 1:1 and deal review structure. - You will partner with SE, CS, Renewals, Marketing, and RevOps to strengthen expansion plays, renewal alignment, product feedback loops, and pipeline coverage. - You will deepen your understanding of Docker’s products and build a manager-level point of view on how the Central region should sell Docker Business, Docker Hardened Images, and relevant emerging product motions. FIRST 90 DAYS - You will be operating at full speed as the leader of the Central Mid-Enterprise region. - You will have improved forecast confidence, pipeline quality, rep accountability, and deal inspection discipline. - You will have a documented operating model for the region and clear recommendations on talent, territory, pipeline, enablement, and product/marketing support needs. - You will be contributing to Docker’s broader Mid-Enterprise sales strategy by sharing what is working, where the field is blocked, and how the region can scale repeatable growth. 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 [Upgrade to PRO to see link] on April 13, 2024. Please see the independent bias audit report covering our use of Covey here [Upgrade to PRO to see link] 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