Regional Sales Director, Strategic (EMEA)

Overview

Job Description

Responsibilities

• - 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
• - 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
• - 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
• - 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
• - 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

Required Skills

• - 5+ years experience leading multinational sales teams selling to large, complex F100 businesses
• - Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation
• - Strong analytical and strategic planning skills
• - Excellent communication, negotiation, and interpersonal skills
• - A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership
• - Ability to adapt to changes in market and industry trends
• - Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies

Benefits

• - 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