Sales Operations Manager

Docker; United States; Remote; USD 110,000 - 140,000; Full time

Job summary

Docker is seeking an experienced Sales Operations Manager to lead the SE/SA operations and integrate them into our sales processes. You will own how SE/SA work shows up in our systems, data, and planning, and collaborate with Business Systems and Reporting Analytics to drive automation and improvements. This role reports to the Sr.

Director, Sales Operations. You will partner with leadership to convert priorities into operating plans, manage key GTM systems, and develop KPIs such as coverage,

Responsibilities

• Support the leadership team covering the Solutions Engineering and Solutions Architect teams to ensure they have the necessary tools, processes and data to achieve business objectives
• Act as the Sales Operations partner to leadership, turning priorities into operating plans, process changes, and systems requirements
• Be the primary stakeholder for key GTM systems such as Opine and gain a deep knowledge of these systems to assist with implementation of automation, process improvements and new initiatives
• Own SE SA related reporting and KPIs, such as coverage and ratios, engagement on pipeline, technical win rate, POC/POV conversion and cycle time, and influenced pipeline and bookings
• Design and run sales processes that involve SEs SAs, including opportunity intake, team assignment and capacity-based routing, POC/POV tracking, and handoff to TAM
• Maintain data quality in Salesforce, including technical-stage fields, SE Owner, Opportunity Team assignment, and technical win/loss reasons
• Partner with Business Systems to scope, prioritize, and test Salesforce and GTM tool changes that affect SEs (Salesforce, Gong, Opine), and drive adoption
• Support SE SA capacity, headcount, and coverage modeling, and align coverage to territory (ETM) design and the fiscal year planning cycle
• Support quota, territory, an

Skills

Sales Ops

Data analytics

CRM systems

Forecasting

Tools

Opine

Gong

Salesforce

Job description

About 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.

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About the role

We are seeking an experienced Sales Operations Manager to join our Sales Operations team. You will be the Sales Ops lead for our Solutions Engineering (SE) and Solutions Architect (SA) organization, as your primary stakeholders. You will own how SE SA work shows up in our sales process, systems, data, and planning. That includes engagement on opportunities, capacity and coverage, POC/POV tracking, quotas and technical-stage reporting. You will also support the broader sales org by keeping pipeline, forecast, and territory processes consistent. You will work closely with Business Systems and Reporting Analytics teams.An ideal candidate is a start-up builder who has experience in working with Solutions Engineer and/or Solutions Architect teams, and has worked closely with tools like Opine and Gong. This role reports to the Sr. Director, Sales Operations.

• Support the leadership team covering the Solutions Engineering and Solutions Architect teams to ensure they have the necessary tools, processes and data to achieve business objectives
• Act as the Sales Operations partner to leadership, turning priorities into operating plans, process changes, and systems requirements
• Be the primary stakeholder for key GTM systems such as Opine and gain a deep knowledge of these systems to assist with implementation of automation, process improvements and new initiatives
• Own SE SA related reporting and KPIs, such as coverage and ratios, engagement on pipeline, technical win rate, POC/POV conversion and cycle time, and influenced pipeline and bookings
• Design and run sales processes that involve SEs SAs, including opportunity intake, team assignment and capacity-based routing, POC/POV tracking, and handoff to TAM
• Maintain data quality in Salesforce, including technical-stage fields, SE Owner, Opportunity Team assignment, and technical win/loss reasons
• Partner with Business Systems to scope, prioritize, and test Salesforce and GTM tool changes that affect SEs (Salesforce, Gong, Opine), and drive adoption
• Support SE SA capacity, headcount, and coverage modeling, and align coverage to territory (ETM) design and the fiscal year planning cycle
• Support quota, territory, an