Director, Deal Desk

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!

Docker is currently looking to hire a Deal Management leader that can transform our existing systems, approaches and processes to align to our GTM strategies to support our growth targets while balancing policies and guidelines. This role will be a key member of the Revenue Operations leadership team. Specifically we are looking for someone that has experience with Enterprise Sales strategies and the full quote to order processes. The ideal candidate is excited and experienced with building systems and processes and has deep experience leading strategic deal management resources. This person sees the value with partnering with Sales leaders to ensure quality deals are created that benefits both the customer and Docker. We are looking for someone who can balance process and policy with true business partnering with our Sales teams.

Responsibilities:

• Lead a team of 5-7 global Order Operations and Deal Desk teams

• Own, optimize and build key global standard quote to order processes that align to the expectations of the Sales organization while balancing company policies and guidelines

• Be Sales facing and engage with key Sales Leadership to ensure our largest and most strategic deals create value for Docker through creative structuring and pricing

• Lead executing our pricing strategies globally with our Sales organization including creating pricing models and enablement content to ensure our strategies are understood and executed

• Collaborate with our Product Management team through our NPI and other product introduction processes to ensure product launch prices and packaging are aligned to our GTM strategies along with ensuring key enablement content is created and delivered to support launches

• Own our quoting processes from a business efficiency perspective to ensure our processes are intuitive, simple and aligns to the needs of our sellers

• Partner with Revenue Accounting, Finance, Product Management, Business Applications and Legal teams on all things quote to order related

• Create and own deal management metrics to monitor business performance and to manage the team’s efforts and resourcing constraints

• Create high touch and low touch quote to order approaches that ensures our Deal Desk and Order Operations resources are being applied to the most impactful parts of our business

• Lead the Order Management team to standardize and optimize all processes and begin to automate and leverage technology to ensure accuracy and efficiency or our order closure processes

• Own and manage our marketplace bidding and order management processes working closely with our Channel leaders and Sales teams

• Create and own key Deal Management enablement content that helps our Sales organization scale through knowledge and simplified approaches

Requirements:

• 7-10 years of experience leading Deal Management teams (Deal Desk, Order Operations, Quoting resources, etc.) with deep startup building experience using scalable approaches

• Process oriented mindset with an eye for scaling and standardizing

• Experience partnering with Sales leaders and individual contributors in an enterprise sales environment with a proven track record of building relationships that show value to the Sales organization

• A bachelor degree in mathematics, economics, finance or business; plus is a master degree in business administration

• Experience with selling through multiple channel pathways

• Deep experience with multi year SAAS pricing strategies including consumption models

• Solid understanding of SFDC CPQ & IronClad

• Proven experience with developing and evolving quote to order processes through mature IT approaches; experience engaging with Business Applications resources to align our systems to our GTM strategies and processes

• Experience engaging with key stakeholders such as revenue accounting, legal and finance

• Basic understanding of revenue accounting principles

• Deep deal modeling experience with an understanding of COGS, margins, profits and cost accounting principles

• The ability to thrive in a fully remote environment

• Ability to work flexible hours around busy periods of month, quarter or year ends

• Comfortable working in an environment with a sense of urgency with ambitious work ethic - you love seeing the impacts of your work reflected in the success of your team 

• Problem solver - ability to identify areas of improvement and need to be able to find solutions independently and effectively

• Both startup and publicly traded company experience preferred

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 Only)

• 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.