Jobs in Cambridge, United Kingdom

Account Executive, Mid-Enterprise

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!

• 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

• 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 all aspects of B2B technology sales 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

• 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

• 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, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)
• You will comprehend and maintain in-depth knowledge of Docker's products and have a great pitch
• Adhere to team KPI metrics and prospecting standards
• You will have an advanced understanding of tools, activities, and best practices to be successful in the AE role
• You will ideally be able to close your first transaction

• In month three, you will be confident in your craft and ready to fully immerse yourself in your day job
• You will continue efforts to improve messaging, processes, and daily activities
• You will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt
• You will be ready to independently operate at full speed

• Freedom & flexibility; fit your work around your life
• Designated quarterly Whaleness Days
• 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
• Quarterly, company-wide hackathons
• 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

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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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