Remote Partner Growth Lead, Mid-Enterprise AI Governance

Docker, Inc.; Northern (KY); Hybrid; USD 175,000 - 250,000; Full time

Benefits offered by this job

Remote-first by design

Flexible schedule

Generous PTO

Home office stipend

Tech stipend

Learning & development

Parental leave

Equity for all full-time employees

Comprehensive benefits

Docker swag

Job summary

Docker is seeking an experienced Partner Sales Manager, Mid-Enterprise, to drive partner-led growth for its AI governance solution across the Mid-Enterprise segment. You will develop scalable partner plays, activate joint campaigns, and advance partner-sourced opportunities from identification to close.

The role requires 10+ years in enterprise/channel sales, a track record of co-sell, and the ability to align partners with Docker's GTM.

Qualifications

• 10+ years of enterprise sales, channel sales, alliances, or partner management experience in B2B technology.
• Proven success generating pipeline and revenue through resellers, VARs, or distributors.
• Experience building scalable partner sales plays and joint demand-generation programs.
• Strong pipeline management, forecasting, account-mapping, and co-sell experience.
• Track record of aligning direct sellers and partners around shared revenue goals.
• Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, or AI technology is preferred.
• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.
• Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale.
• Build strong relationships with priority resellers, solution providers, and distributors.
• Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.
• Create repeatable partner sales plays that drive account engagement and qualified pipeline.
• Own partner-sourced and partner-influenced pipeline generation and ARR.
• Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close.

Skills

Enterprise sales

Channel sales

Partner management

Pipeline generation

Forecasting & co-sell

Education

Bachelor's degree or equivalent

Job description

Docker is seeking an experienced Partner Sales Manager, Mid-Enterprise, to drive partner-led growth for its AI governance solution across the Mid-Enterprise segment. You will develop scalable partner plays, activate joint campaigns, and advance partner-sourced opportunities from identification to close.

The role requires 10+ years in enterprise/channel sales, a track record of co-sell, and the ability to align partners with Docker's GTM.