Director, Strategic Sales

Docker • United States • 1d ago

Why This Job is Featured on The SaaS Jobs

Strategic sales leadership roles are a core lever in SaaS, especially for products with broad developer adoption and a mix of customer segments. This Director, Strategic Sales position stands out because it sits at the intersection of enterprise revenue execution and product-led momentum, where field teams must translate usage and technical value into durable, multi-stakeholder commitments across strategic accounts.

From a SaaS career perspective, the remit signals exposure to the operating system of modern go-to-market: capacity planning, forecast discipline, process improvement, and tight cross-functional loops with Product, Marketing, Legal, and Finance. The emphasis on formal sales methodologies and on carrying the voice of the customer back into the organization also builds transferable experience for leaders who may later move into broader revenue org roles, regional leadership, or GTM strategy in other subscription businesses.

This role is best suited to a manager who prefers coaching and systems-building over individual closing, and who is comfortable being accountable for metrics and planning horizons measured in quarters and years. It will fit someone who enjoys aligning stakeholders, standardizing how teams sell value, and operating effectively in a remote environment spanning the Americas.

The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.

Job Description

Location

Canada, United States

Employment Type

Full time

Location Type

Remote

Department

Sales

Compensation

US Salary RangeUS Salary Range $307K – $384K • OTE • Offers Equity

The salary range is a guideline and actual starting compensation will be determined by location, level, skills, and experience.

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!

We are looking for an experienced Director of Strategic Sales to oversee and support our Account Executives in the Americas Strategic segment. The Director of Sales will monitor sales metrics and manage the entire sales process. They will collaborate with various professionals, so it’s essential that they have excellent communication skills and feel comfortable working in a team environment. They should also be able to lead and motivate the sales team to achieve specific goals. Ultimately, the Director of Sales should be able to build a high-performance sales team to ensure customer satisfaction.

Responsibilities

Manage a team of highly motivated and ambitious Account Executives across Strategic Account Executives in America.
Effectively capacity plan, train, and motivate the team to overachieve its objectives
Suggest and implement improvements in the sales administration process
Coordinate department projects to meet deadlines
Report on sales metrics and suggest improvements
Prepare monthly, quarterly, and annual sales forecasts
Use customer feedback to generate ideas about new features or products
Research and discover methods to increase customer engagement
Ensure sales, finance, and legal policies and procedures are met
Build an open-communication environment for your team
Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales

Qualifications

3+ years of experience leading high growth Enterprise sales teams
Outstanding coaching skills
Hands-on experience with CRM software and Google Sheets
In-depth understanding of the sales administration process
Excellent interpersonal and team management skills
Strong analytical and organizational skills
Numerical abilities and problem-solving attitude
BSc degree in Sales, Business Administration, or relevant field
Fluent English language skills.
Experience selling through the channel

What to expect

First 30 days:

Onboard successfully, learning the basics of Docker’s product offerings
Get to know your team
Begin plan for the next twelve months, including staffing, and significant initiatives/projects to be delivered
Start building relationships with functional stakeholders around the company

First 90 days:

Become an expert in our current offerings and Product Roadmap
Have a completed next twelve-month plan
Begin executing towards that plan
Own quota setting for your team
Collaborate with functional stakeholders on strategic initiatives across your region
Effectively coach your team on selling Docker's product portfolio on value, leveraging MEDDPICC and Command of the Message frameworks

One Year Outlook

Effectively grow a team to meet business objectives
Enable your team to be effective communicators of Docker product’s value proposition
Become a trusted/valuable resource to the rest of the organization, particularly Product Management, Customer Success and Marketing by effectively communicating the ‘Voice of the Customer’

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 on April 13, 2024.

Please see the independent bias audit report covering our use of Covey here.

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
Technology stipend equivalent to $100 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

Compensation Range: $307K - $384K