Manager, Mid-Enterprise Sales (Central)

Manager, Mid-Enterprise Sales (Central)

Docker is a beloved developer tooling brand, trusted by millions of users and companies worldwide. We're a remote-first team building the future of software development, with AI agents redefining workflows and Docker at the center of this shift.

We are seeking a results-oriented Manager, Mid-Enterprise Sales for the Central Region to lead a team of Account Executives. You will own regional revenue, coach AEs, ensure pipeline and forecast accuracy, and scale our multi-product sales motion.

The ideal candidate is a hands-on sales leader with a proven track record of leading SaaS sellers, improving rep productivity, managing forecasts, and selling technical products to developer, engineering, DevOps, security, platform, and IT audiences.

Responsibilities

• Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets.
• Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy.
• Run a disciplined weekly operating cadence including forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching.
• Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership.
• Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution.
• Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan.
• Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services.
• Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities.
• Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays.
• Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning.
• Prepare accurate monthly and quarterly forecasts and communicate regional performance, risk, upside, and support needs to senior leadership.
• Model Docker's virtues through developer obsession, humble confidence, bias for considered action, open collaboration, and outcome-driven leadership.

Qualifications

• 2 years of experience managing quota-carrying SaaS Account Executives; 5 years of B2B SaaS sales experience preferred.
• Proven track record of meeting or exceeding team revenue targets and improving rep productivity.
• Experience selling into mid-market, commercial, or Mid-Enterprise customers.
• Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence.
• Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing.
• Experience working with technical products or strong aptitude to quickly learn complex technical concepts.
• Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas.
• High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment.
• Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred.
• Experience with open-source software business models, product-led growth, sales-assist motions, or usage-based expansion preferred.

What To Expect

First 30 days

• Welcome with Docker's onboarding experience, including equipment setup, Docker context, and a collaborative training program.
• Learn Docker's sales tools, operating rhythms, products, customer segments, and Mid-Enterprise sales motion.
• Meet your AEs, sales leadership, RevOps, Sales Engineering, CS, Renewals, Marketing, Enablement, Product partners, and key cross-functional stakeholders.
• Begin auditing pipeline, forecast categories, stage hygiene, account coverage, rep performance, and customer/renewal expansion opportunities.
• By the end of your first month, have a clear region diagnosis and a working cadence for forecast, pipeline, deal inspection, and rep coaching.

First 60 days

• Focus on improving regional operating discipline, AE coaching, forecast quality, pipeline generation, and customer engagement.
• Establish rep-specific coaching plans and a consistent weekly 1:1 and deal review structure.
• Partner with SE, CS, Renewals, Marketing, and RevOps to strengthen expansion plays, renewal alignment, product feedback loops, and pipeline coverage.
• Deepen understanding of Docker's products and build a manager-level point of view on how the Central region should sell Docker Business, Docker Hardened Images, and relevant emerging product motions.

First 90 days

• Operate at full speed as the leader of the Central Mid-Enterprise region.
• Improve forecast confidence, pipeline quality, rep accountability, and deal inspection discipline.
• Have a documented operating model for the region and clear recommendations on talent, territory, pipeline, enablement, and product/marketing support needs.
• Contribute to Docker's broader Mid-Enterprise sales strategy by sharing what is working, where the field is blocked, and how the region can scale repeatable growth.

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 (after 6 months of employment)
• Technology stipend equivalent to $100 USD 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.

Compensation Range: $182K - $260K