h3About Docker /h3pDocker 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. /ph3About Docker /h3pDocker 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. /ph3Account Executive, Mid-Enterprise /h3pThe ideal candidate will be a self-starter with a proven track record of success selling to strategic level accounts. /ph3In This Role, You Can Expect To /h3ulliMeet with prospects to generate interest in purchasing commercial Docker products /liliMeet with customers to identify areas to expand their partnership with Docker via additional products and services /liliAchieve monthly and quarterly sales targets quotas of sourced qualified opportunities and closed business /liliAccurately forecast business on a monthly and quarterly cadence /liliSpearhead the growth adoption of Docker within our existing user base /liliEstablish and maintain active engagement with clients that demonstrate usage patterns that indicate a propensity to acquire our commercial offering /liliRespond to and qualify incoming inquiries regarding interest in Docker products /liliCraft a great first impression to our prospects and customers by adding value during every customer touchpoint /liliPartner with cross-functional teams to share customer feedback, inform product road map and drive strong marketing campaigns /liliEngage in team development and mentoring /li /ulh3You may be a good fit for our team if you have: /h3ulli2+ year(s)



of sales experience selling to mid market and/or enterprise customers; preference for selling technical products to developer and engineering personas /liliA demonstrated track record of success /liliExperience working with a technical product or the aptitude to quickly learn complex technical concepts /liliExperience with Open Source Software business models is preferred but not required /liliExperience with all aspects of B2B technology sales aspects, including pre-call planning, opportunity qualification, objection handling, and closing opportunities /liliThe ability to structure, control, and lead calls /liliHigh integrity and a team-first mentality /liliPositive and upbeat phone skills, excellent listening skills, and strong writing skills /liliSales training and Salesforce experience a plus /lili4-year college degree or equivalent experience preferred /li /ulh3n Your First 30 Days /h3ulliYou will be welcomed with a first-in-class onboarding experience that includes equipment set up, a sweet swag package, and a collaborative training program /liliYou will learn how to navigate through award-winning sales tools such as; Salesforce, ZoomInfo, Outreach, Sales Navigator, and Docker /liliYou will begin core AE functions; prospecting, lead qualification, discovery meetings, Account Management/Introductions, Salesforce hygiene, and pipeline management. /liliYou will work closely with your manager, shadow your peers, and partner with your BDR to develop prospecting strategies unique to your territory /liliAt the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role /li /ulh3In Your First 60 Days /h3ulliDuring your second month, you will be laser-focused on Account Management, Opportunity Generation, identify target accounts and prospecting strategies in your territory /liliYou will have connected with all of your primary customer accounts (both net-new opportunities in flight and partner with Renewal Managers on upcoming renewals) /liliBuild prospecting lists for target accounts, understanding key decision-makers and then reach out to them using all communication channels (cold call, email, chat, and social media)



/liliYou will comprehend and maintain in-depth knowledge of Docker’s products and have a great pitch /liliAdhere to team KPI metrics and prospecting standards /liliYou will have an advanced understanding of tools, activities, and best practices to be successful in the AE role /liliYou will ideally be able to close your first transaction /li /ulh3By 90 Days /h3ulliIn month three, you will be confident in your craft and ready to fully immerse yourself in your day job /liliYou will continue efforts to improve messaging, processes, and daily activities /liliYou will be an accomplished seller of Docker products with multiple transactions (renewals, upsell, net-new) under your belt /li /ulpDocker does not offer visa sponsorship for this role. /ph3Compensation Equity /h3pEU: €124,600K – €178,000 OTE + equity /ph3Posting Information /h3ulliOpen vacancy: This posting is for an existing open role. /liliAI in hiring: Docker may use AI-assisted tools during our recruiting process. /liliInterview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. /li /ulh3Perks Benefits /h3ulliRemote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration. /liliFlexibility that fits your life – We trust you to manage your schedule while delivering great work. /liliTime to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. /liliHome office support – Set up your workspace for comfort and success. /liliTechnology stipend – Equivalent to US$100 net per month to help support your work. /liliLearning development – Annual stipend for conferences, courses, certifications, and continued learning. /liliParental leave – 16 weeks of paid parental leave after six months of employment. /liliEquity for all full-time employees – Share in Docker's long-term success as we continue to grow. /liliComprehensive benefits – Medical, retirement, and paid holidays vary by country. /liliDocker swag – Because representing the whale never gets old. /li /ulpDocker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community. /p #J-18808-Ljbffr

📌 Account Executive, Mid-Enterprise (EMEA) (Italia)
🏢 Docker
📍 Italia