{"id":2825712,"url":"https://alion.io/job/docker-account-executive-strategic-2","title":"Account Executive, Strategic","company":{"id":569,"name":"Docker","domain":"docker.com","url":"https://alion.io/company/docker","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":79,"open_postings":8,"ghost_share":0,"stale_share":0.625,"repost_share":0,"time_to_fill_p50_days":60,"computed_at":"2026-10-24T06:02:35Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["JP"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Docker","optional":false},{"name":"Outlook","optional":false}],"status":"closed","first_seen_at":"2026-10-18T18:58:19Z","employer_posted_date":"2026-10-18","last_verified_at":"2026-10-24T00:08:42Z","board_verified":false,"closed_at":"2026-10-24T00:08:42Z","days_open":5,"trust":{"level":"not_scored","repost_count":null,"flags":[],"days_open":5},"description":"About Docker\nDocker 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.\nWe 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.\n_______________________________________________________________________\nThe 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.\nResponsibilities\nClient 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.\n\nStrategic 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.\n\nSales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.\n\nMarket Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.\n\nCollaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.\n\nReporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals.\n\nContract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.\n\nQualifications\n5+ 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.\n\nDemonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.\n\nExperience delivering client-focused solutions to customer needs.\n\nProven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.\n\nExcellent listening, negotiation, and presentation abilities.\n\nStrong verbal and written communication skills.\n\nAbove and beyond: Trained in Command of the Message and MEDDPICC\n\nWhat to expect\nFirst 30 days:\nUnderstanding 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.\n\nRelationship 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.\n\nClient 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.\n\nFirst 90 Days:\nStrategic 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.\n\nPerformance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.\n\nSales 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.\n\nFeedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.\n\nOne Year Outlook:\nAchieving 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.\n\nStrategic 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.\n\nRelationship 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.\n\nProcess Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.\n\nProfessional 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.\n\nSuccess 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.\nDocker does not offer visa sponsorship for this role.\n______________________________________________________________________\nPosting Information\nOpen vacancy: This posting is for an existing open role.\n\nAI in hiring: Docker may use AI-assisted tools during our recruiting process.\n\nInterview 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.\n\n______________________________________________________________________\nPerks & Benefits\nRemote-first by design - Work from your home, with offices in Seattle and Paris for connection and collaboration.\n\nFlexibility that fits your life - We trust you to manage your schedule while delivering great work.\n\nTime to recharge - Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.\n\nHome office support - Set up your workspace for comfort and success.\n\nTechnology stipend - Equivalent to US$100 net per month to help support your work.\n\nLearning & development - Annual stipend for conferences, courses, certifications, and continued learning.\n\nParental leave - 16 weeks of paid parental leave after six months of employment.\n\nEquity for all full-time employees - Share in Docker's long-term success as we continue to grow.\n\nComprehensive benefits - Medical, retirement, and paid holidays vary by country.\n\nDocker swag - Because representing the whale never gets old.\n\nDocker 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.","description_format":"text","description_chars":8113,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Home office","Parental leave","Professional development"],"hiring_locations":[{"name":"Japan","iso":"JP","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["DevOps & Platform Engineering","Virtualization & Containers","Developer Tools"],"lifecycle":[{"event":"open","at":"2026-10-18T21:51:33Z"},{"event":"close","at":"2026-10-24T00:08:42Z"}],"visa":[],"liveness":null,"pay":null,"html_url":"https://alion.io/job/docker-account-executive-strategic-2","json_url":"https://alion.io/job/docker-account-executive-strategic-2.json","meta":{"generated_at":"2026-10-25T01:46:49Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"search","counted_by":"address","units_charged":0,"used_today":0,"day_limit":null,"remaining_today":null,"minute_limit":null,"resets_at":"2026-10-26T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":569},"rest":"https://alion.io/mcp/rest/get_company?id=569"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fdocker-account-executive-strategic-2"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fdocker-account-executive-strategic-2"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fdocker-account-executive-strategic-2"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/docker-account-executive-strategic-2\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fdocker-account-executive-strategic-2"}]}