Regional Sales Director, Strategic (EMEA)

About the Role

The successful candidate will have a deep understanding of the tech industry, particularly in the areas of app development and DevSecOps. They will be able to navigate complex sales cycles, build strong relationships with clients, and provide coaching and guidance to the sales team. The ideal candidate will also have experience with sales methodologies such as MEDDPICC, Command of the Message, and Challenger.

Docker is a remote-first company with a global team, united by a passion for innovation and great developer experiences. The company has over 20 million monthly users and 20 billion image pulls, making it the #1 tool for building, sharing, and running apps. As a Regional Sales Director, you will be part of a dynamic team that is driving the company's growth and success.

What You Will Do

• Develop and execute strategic plans to achieve sales targets and expand the company's customer base
• Lead and motivate a sales team to achieve sales and pipeline targets
• Recruit, onboard, enable, and support top-tier Account Executives
• Evaluate sales team performance, providing coaching and guidance to improve productivity
• Manage key customer relationships and participate in closing strategic opportunities
• Monitor and analyze performance metrics, suggesting improvements where needed
• Prepare accurate monthly, quarterly, and annual sales forecasts
• Identify emerging markets and market shifts, and support Account Executives in developing new business with existing clients
• Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success
• Establish and maintain strong executive sponsor relationships with strategic customers and key business partners
• Assess potential deal problems and support Account Executives in actioning prompt solutions

What We Are Looking For

• Proven sales experience leading multinational sales teams selling to large, complex F100 businesses
• Strong leadership skills, with the ability to hire, train, retain, and evaluate sales team performance
• Excellent communication, negotiation, and interpersonal skills
• Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets
• Experience with sales methodologies such as MEDDPICC, Command of the Message, and Challenger
• Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape
• Strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients' executive leadership
• Familiarity with tools such as Adjust and Excel

Nice to Have

• Experience in the tech industry, particularly in app development and DevSecOps
• Knowledge of emerging markets and market shifts in the EMEA region
• Experience with sales forecasting and pipeline management
• Certification in sales methodologies such as MEDDPICC or Challenger

Benefits and Perks

• Competitive compensation package
• Opportunity to work with a global team and contribute to the company's growth and success
• Flexible working hours and remote work options
• Professional development opportunities, including training and certification programs
• Access to the latest technologies and tools, including Docker's own products
• Collaborative and dynamic work environment
• Recognition and reward for outstanding performance

• Develop a strong understanding of Docker's products and services, as well as the company's mission and values, to demonstrate your passion for the role.
• Highlight your experience with sales methodologies such as MEDDPICC, Command of the Message, and Challenger, and be prepared to provide specific examples of how you have applied these methodologies in previous roles.
• Emphasize your ability to build and maintain strong relationships with clients, and provide examples of how you have done so in the past.
• Be prepared to discuss your experience with sales forecasting and pipeline management, and how you have used tools such as Adjust and Excel to drive sales growth.
• Research the company's culture and values, and be prepared to discuss how you align with them and how you can contribute to the company's success.
• Practice your negotiation skills, as the company may be open to negotiating salary and benefits.
• Be prepared to provide specific examples of your experience and skills, and to demonstrate your knowledge of the industry and the company's products and services.