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Account Executive, Strategic (Central)

June 2, 2026

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.<h1>Responsibilities</h1><ul style="min-height:1.5em"><li>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.</li><li>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.</li><li>Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.</li><li>Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.</li><li>Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.</li><li>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.</li><li>Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.</li></ul><h1>Qualifications</h1><ul style="min-height:1.5em"><li>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.</li><li>Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.</li><li>Experience delivering client-focused solutions to customer needs.</li><li>Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.</li><li>Excellent listening, negotiation, and presentation abilities.</li><li>Strong verbal and written communication skills.</li><li>Above and beyond: Trained in Command of the Message and MEDDPICC</li></ul><h1>What to expect</h1><h2>First 30 days:</h2><ul style="min-height:1.5em"><li>Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.</li><li>Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.</li><li>Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.</li></ul><h2>First 90 Days:</h2><ul style="min-height:1.5em"><li>Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.</li><li>Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.</li><li>Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.</li><li>Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.</li></ul><h2>One Year Outlook:</h2><ul style="min-height:1.5em"><li>Achieving Sales Targets: By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts.</li><li>Strategic Account Growth: Demonstrated growth in strategic accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company.</li><li>Relationship Depth: At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact.</li><li>Process Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.</li><li>Professional Development: Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives.</li></ul>Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company’s long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary.Docker does not offer visa sponsorship for this role.We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using <a target="_blank" rel="noopener noreferrer nofollow" href="https://getcovey.com/product/covey-scout-inbound">Covey Scout for Inbound</a> on April 13, 2024.Please see the independent bias audit report covering our use of Covey <a target="_blank" rel="noopener noreferrer nofollow" href="https://getcovey.com/nyc-local-law-144">here</a>.Perks<ul style="min-height:1.5em"><li>Freedom & flexibility; fit your work around your life</li><li>Designated quarterly Whaleness Days plus end of year Whaleness break</li><li>Home office setup; we want you comfortable while you work</li><li>16 weeks of paid Parental leave (after 6 months of employment)</li><li>Technology stipend equivalent to $100 USD net/month</li><li>PTO plan that encourages you to take time to do the things you enjoy</li><li>Training stipend for conferences, courses and classes</li><li>Equity; we are a growing start-up and want all employees to have a share in the success of the company</li><li>Docker Swag</li><li>Medical benefits, retirement and holidays vary by country</li><li>Remote-first culture, with offices in Seattle and Paris</li></ul>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.#LI-REMOTE

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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