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!
About the role:
We are seeking a Director, Business Development to lead our Global team that is responsible for inbound and outbound prospecting that supports our Strategic, Enterprise and Commercial market segments. You will be responsible for ensuring our Business Development teams have the repeatable tools and processes to ensure our teams create high-quality meetings and opportunities. An ideal candidate is a start-up builder who can manage a team through changing Sales Motions always seeking to align BDR strategies to the broader motions. This role reports to our VP of Revenue Operations.
As the Director, Business Development, you will need experience managing a large team of Business Development Representatives in an outbound and inbound prospecting capacity. The ideal candidate will have at least 7 years of experience prospecting and/or leading a Business Development team.
In this role, you will:
Create and update our BDR playbooks and strategies to align to the overall goals of the organization
Manage BDRs and manage Managers of BDRs and be responsible for leading a high-performing team that meets and exceeds goals.
Use metrics to guide decision-making for the team
Coach and mentor BDRs to do the best work of their careers
Manage territory assignments and BDR/AE relationships
Develop and own the sales "funnel," continuously optimizing every step
Work collaboratively with Sales Leadership to align BDR playbooks to our market segments
Keep up to date with competition to provide competitive analysis
Communicate proactively with management, customers, and support staff
Participate in team-building and company growth activities, including strategy setting and training
What you'll need:
7+ years of enterprise sales development/lead generation/prospecting management experience
1-2+ years experience in a closing role
Experience working for a high-growth software/Saas company
Prior success building and leading an enterprise business development team and experience developing/executing a plan to achieve goals
Superb interpersonal and communication skills
Ability to influence, train, and motivate others
Technically savvy with SFDC, Outreach, Looker & Clari
Comfortable and familiar with cross-functional collaboration
Energy, enthusiasm, and love of selling
Additional attributes:
Relevant experience in the DevOps, Cloud, or SaaS space
Collaboration with internal product teams to drive new solutions that meet buyers' needs
Comfort with new technologies and the ability to communicate with those who are tech-savvy
What to expect in the first 30 days
You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program
You will learn how to navigate through award-winning sales tools such as Salesforce, LeadIQ, Outreach, Sales Navigator, and Docker
Identify areas of improvement in our systems and processes that will assist BDRs to be more successful
Review existing metrics and identify areas of improvement
Study team reports to become familiar with individual strengths and weaknesses
Observe and create a roadmap for change to align BDR approaches to our Market segments and Sales motions
What to expect in the first 60 days
Identify skills gaps within the team
Set new, measurable goals for team members based on the reports
Make at least one small change to support the team
Write a plan of action for the next 30 days
What to expect in the first 90 days
Strategize for new training/coaching sessions
Collect the data needed to project how a new strategy could generate a greater payoff
Create a structured schedule that implements the proposed changes
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 on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks (for Full Time Employees)
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.
United States
