Account Executive, Enterprise (Northeast)

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

The Account Executive is responsible for developing strong relationships with customers, connecting with key business executives and stakeholders, and preparing sales reports. They will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

Responsibilities

• Account Management: Manage and develop client accounts in person to initiate and maintain favorable relationships with clients.

• Business Development: Identify new business opportunities among existing customers and assigned accounts.

• Strategic Planning: Develop a thorough understanding of clients' needs and requirements and prepare customized solutions.

• Sales Targets: Achieve and exceed financial targets, including revenue and profitability goals.

• Communication: Serve as the lead point of contact for all customer account management matters. Ensure timely and successful delivery of solutions according to customer needs and objectives.

• Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.

• Reporting: Prepare reports on account status and activities, including account plans and sales forecasts within Docker’s systems.

• Market Insights: Stay up-to-date with new product launches and ensure sales team members are on board.

• Feedback Loop: Relay client feedback regarding product service to the appropriate internal teams for quality service improvement.

Qualifications

• 4-5 years experience selling to large, complex F500 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.

• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an 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 

• Face-to-face experience and in-person communication skills

What to expect in the 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 meetings with some key clients may also take place to introduce yourself as their new point of contact.

What to expect in the first 90 days

• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.

• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.

• Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.

• Feedback Loop: Implement a process for regularly gathering and