Regional Director, Enterprise Sales

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

The Regional Sales Director, Enterprise will be responsible for driving sales and revenue growth within assigned territory. The role involves strategic planning, team leadership and hands-on engagement with key accounts to achieve sales objectives. The ideal candidate will have a proven track record in enterprise sales, with a deep understanding of the challenges and opportunities selling to a technical audience.

Responsibilities:

• Develop and implement effective sales strategies to achieve and exceed sales targets.

• Lead, motivate, and manage a high-performing sales team to ensure they meet their individual and team sales goals.

• Build and maintain strong, long-lasting customer relationships with enterprise clients, understanding their needs and business challenges.

• Identify emerging markets and market shifts while being fully aware of new products and competition status.

• Collaborate with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.

• Analyze regional market trends and discover new opportunities for growth.

• Provide accurate sales forecasts and reports to senior management, using CRM tools to track progress.

• Participate in industry events and conferences to generate new business leads.

• Ensure high levels of customer satisfaction and loyalty within the region.

Qualifications:

• Minimum of 5 years' experience in sales, with at least 1-3 years in a sales leadership role, preferably within the enterprise sector.

• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.

• Strong business sense and industry expertise.

• Excellent mentoring, coaching, and people management skills.

• Proven ability to drive the sales process from plan to close.

• Strong analytical and negotiation skills.

• Ability to travel as required.    

What to expect in the first 30 days:

• Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment it operates within. This period is crucial for grasping the business model, sales processes, and tools.

• Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key.

• Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats.

• Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy. 

• Assess your team and begin hiring: Hiring is critical to the success of Docker and it’s important you hire A+ talent, aligned to our values that will allow us to build a great culture and growth/scale our organization. 

What to expect in the first 90 days:

• Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals. This strategy might include targeting new enterprise accounts, expanding into new territories, or upselling to existing customers.

• Team Structure: By now you should have settled into the Territory, Accounts and solidified which AEs will be on your team to drive revenue. 

• Team Building and Training: Focus on building a strong team culture, ensuring everyone is aligned with the strategy. This may involve training sessions to improve skills or introducing new sales methodologies.

• Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts.

 What to expect in the first year:

• Achieving Sales Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key.

• Team Development: Develop your team so that they’re operating at a high level across prospecting, discovery, executing our Sales methodologies and overall Sales Excellence.

• Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations.

• Expansion and Scaling: Look for opportunities to expand your region's presence, either by exploring new markets, launching new product lines, or optimizing sales channels.

• Review and Reflection: Conduct a comprehensive review of the year's performance, reflecting on successes, challenges, and lessons learned. Use this analysis to refine your strategy for the following year.

Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Regional Sales Director, especially in the enterprise sector, involves navigating complex sales cycles, managing high-value relationships, and leading a diverse team towards achieving ambitious sales targets. Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills.

Perks:

• Freedom & flexibility; fit your work around your life

• Home office setup; we want you comfortable while you work

• 16 weeks of paid Parental leave

• Technology stipend equivalent to $100 net/month

• PTO plan that encourages you to take time to do the things you enjoy

• Quarterly, company-wide hackathons

• 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

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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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