Manager, Mid-Enterprise Sales (Central)

About the Role

The mid-enterprise sales team is a key component of Docker's sales strategy, focusing on growing revenue and expanding relationships with existing customers. As the leader of this team, you will be responsible for setting sales targets, coaching and developing your team members, and ensuring that the team is equipped to succeed in a rapidly evolving market.

Docker is committed to building a remote-first team, and this role offers the opportunity to work with a global team of experienced professionals. With a strong focus on developer obsession, humble confidence, and outcome-driven leadership, Docker is an exciting and dynamic company to be a part of.

What You Will Do

• Lead, coach, and motivate a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets
• Own regional revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy
• Develop and execute a weekly operating cadence, including forecast reviews, pipeline inspection, deal strategy, and performance coaching
• Recruit, onboard, and enable 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
• Partner with cross-functional 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

What We Are Looking For

• 2+ years of experience managing quota-carrying SaaS Account Executives
• 5+ years of B2B SaaS sales experience, with a proven track record of meeting or exceeding team revenue targets
• Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence
• Experience selling into mid-market, commercial, or mid-enterprise customers
• 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
• Strong leadership and management skills, with the ability to motivate and develop a team
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and cross-functional teams

Nice to Have

• Experience with Salesforce and Excel
• Knowledge of the developer tooling and software development industries
• Familiarity with Docker products and services
• Experience working in a remote-first team environment

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a leading brand in the developer tooling industry
• Collaborative and dynamic work environment
• Professional development and growth opportunities
• Flexible working hours and remote work options
• Access to a global network of experienced professionals
• Comprehensive health and wellness benefits
• Generous PTO and vacation package
• Employee stock options and equity participation
• Annual budget for conferences, training, and professional development

• Develop a strong understanding of the SaaS sales landscape and the mid-enterprise market, including key trends, challenges, and opportunities.
• Showcase your experience and expertise in sales team management, including coaching, motivating, and developing team members.
• Highlight your ability to work with technical products and sell to technical buyers, including developers, engineers, and IT professionals.
• Focus on building strong relationships with customers and cross-functional teams, including Sales Engineering, Customer Success, and Revenue Operations.
• Be prepared to discuss your experience with pipeline generation, opportunity qualification, deal inspection, and forecast management, and how you have applied these skills in previous roles.
• Research Docker's products and services, including Docker Desktop, Docker Hub, and Docker Scout, and be prepared to discuss how you can contribute to the company's continued success.
• Showcase your skills and experience working with Salesforce and Excel, and how you have used these tools to drive sales growth and expansion.