Regional Sales Director, Strategic (EMEA)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride! A Regional Sales Director, Strategic, plays a critical role in leading sales efforts across Docker’s largest, most strategic accounts. This position involves a blend of strategic planning, sales leadership, market analysis, enablement, coaching, and customer relationship management. RESPONSIBILITIES: Strategic Planning and Execution: - Develop and execute strategic plans to achieve sales targets and expand the company’s customer base - Design and execute a strategy that aligns Docker to your customer’s Executive teams Leadership and Team Management: - Lead and motivate a sales team to achieve sales & pipeline targets - Recruit, onboard, enable, and support top-tier Account Executives - Evaluate sales team performance, providing coaching & guidance to improve productivity Sales Operations: - 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 Market Analysis and Business Development: - Identify emerging markets and market shifts while being fully aware of new products and competitive landscape - Support AEs in developing new business with existing clients and/or identifying areas of opportunity to meet & surpass sales quotas - Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success Customer Relationship Management: - Establish and maintain strong executive sponsor relationships with strategic customers and key business partners - Assess potential deal problems and support AEs in actioning prompt solutions - Participate in industry conferences and events to network and build the company’s brand presence and market coverage - Lead high-level negotiations on significant deals as needed, through an advanced understanding of complex sales cycles, contractual agreements, and financial literacy QUALIFICATIONS: - Proven Sales Experience: 5+ years experience leading multinational sales teams selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a DevSecOps-related business - Leadership Skills: Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation - Strategic Thinking: Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint - Communication and Interpersonal Skills: Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, team members, and the wider business - Customer-focused: A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership - Adaptability: Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape - Sales Methodologies: Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies WHAT TO EXPECT 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 within which it operates. 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. 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. - Assess your team and begin hiring: Hiring is critical to the success of Docker. It’s important to hire A+ talent, aligned to our values, that will allow us to build a great culture and scale our organization. - Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts. ONE YEAR OUTLOOK - 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, sales cycle execution, deal closing, 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. 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 Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - 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 - 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 - Remote-first culture, with offices in Seattle and Paris 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