Account Executive, Strategic (UK/Ireland) - Docker

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.

The Account Executive, Strategic, is responsible for managing and expanding relationships with key strategic accounts. This role involves a deep understanding of the client's business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

Responsibilities

• Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company.
• Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.
• Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.
• Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.
• Collaboration: Work with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.
• Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals.
• Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.

Qualifications

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the 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

What to Expect

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. Complete onboarding training and familiarize yourself with company culture and processes.
• Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams.
• Client Familiarization: Start getting acquainted with the portfolio of strategic accounts, review account histories, and hold initial client meetings.

First 90 Days:

• Strategic Planning: Develop detailed strategic plans for each key account, identifying growth opportunities and potential challenges.
• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with client expectations and company goals.
• Sales and Negotiations: Actively pursue new business opportunities, negotiate contract terms, and drive up-selling/cross-selling.
• Feedback Loop: Implement a process for gathering and acting on client feedback to improve service delivery.

One Year Outlook:

• Achieving Sales Targets: Meet or exceed initial sales targets set for your strategic accounts, successfully closing new deals.
• Strategic Account Growth: Demonstrate growth in strategic accounts through increased engagement, higher revenue, and enhanced partnerships.
• Relationship Depth: Establish deep, trust-based relationships with key stakeholders as a strategic advisor.
• Process Improvements: Implement process improvements to increase efficiency, customer satisfaction, and sales effectiveness.
• Professional Development: Continue professional growth to better serve strategic accounts and contribute to company objectives.

Note: Docker does not offer visa sponsorship for this role.

Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and an end-of-year Whaleness break.
• Home office & Technology support – Workspace setup and technology stipend equivalent to US$100 net per month.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.