Senior Business Development Representative - 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 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.

Docker is seeking a results-oriented Senior Business Development Representative (Sydney Preferred) to build out the Australian market. The ideal candidate will be a self-starter with a proven track record of success in qualifying leads for commercial and enterprise-level accounts.

Responsibilities

• Use prospecting strategies to reach out to existing users of Docker that demonstrate a propensity to acquire commercial licenses
• Identify the needs and challenges of the prospective customer
• Determine the prospect's interest in Docker
• Schedule discovery meetings for sales representatives and prospects
• Achieve a target number of qualified prospects and new opportunities
• Respond to and qualify incoming inquiries regarding interest in Docker products
• Craft a great first impression to our prospects and customers by adding value during every customer touchpoint
• Partner with cross-functional teams to share customer feedback
• Engage in team development and mentoring

Qualifications

• 2+ years of work experience in a sales role
• A demonstrated track record of success
• Proactive and driven
• Excellent phone, writing, and listening skills
• A propensity and willingness to gain a strong understanding of the industry and basic use cases/value propositions that our product offers
• High integrity and a team-first mentality
• Detail-oriented and strong work ethic
• 4-year college degree or equivalent experience preferred
• Native English fluency is a requirement; a second language such as German, French, or Spanish is a plus

What to Expect

First 30 Days

• Complete a first-in-class onboarding experience including equipment setup, swag package, and collaborative training
• Learn how to navigate sales tools such as Salesforce, ZoomInfo, Common Room, Outreach, Sales Navigator, and Docker
• Begin core SDR functions: prospecting, lead qualification, appointment setting, warm handoffs, Salesforce hygiene, and pipeline management
• Work closely with your manager, shadow peers, and partner with your Account Executive to develop prospecting strategies and campaigns unique to your territory

First 60 Days

• Focus on company research to identify target accounts and prospecting strategies in your territory
• Build prospecting lists for target accounts and key decision-makers, reaching out via cold calls, email, chat, and social media
• Maintain in-depth knowledge of Docker’s products and pitch
• Adhere to team KPI metrics and prospecting standards

First 90 Days

• Operate independently at full speed with confidence in your craft
• Continue efforts to improve messaging, processes, and daily activities
• Act as an accomplished lead qualifier and an expert with tools and processes

Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration
• Flexibility – Manage your schedule while delivering great work
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a year-end Whaleness break
• Home office support – Set up your workspace for comfort and success
• Technology stipend – Equivalent to US$100 net per month
• Learning & development – Annual stipend for conferences, courses, and certifications
• Parental leave – 16 weeks of paid parental leave after six months of employment
• Equity – Share in Docker's long-term success
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country