Manager, Business Development

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!

At Docker, we simplify the lives of developers making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers worldwide, Docker Desktop and Docker Hub provide unmatched simplicity, agility, and choice. Docker is a fast-growing startup that offers a dynamic work environment with opportunities to grow your career.

About the role:

We are seeking a Manager, Business Development to lead our US-based Business Development team focused on outbound prospecting for our US Commercial and Enterprise sales team. You'll be reporting to our Director of Global Business Development. You will be responsible for leading and managing the performance, metrics, and ultimate success of our Business Development Representatives. You will partner closely with our US Sales Managers to drive pipeline activity.

As the Manager, Business Development , you will need experience managing a large team of Business Development Representatives in an outbound prospecting capacity. The ideal candidate will have at least three years of experience selling and managing SaaS / DevOps solutions to Enterprise clients. Strong candidates will have experience managing a team of BDRs and the ability to coach and lead a high-performing outbound prospecting team.

In this role, you will:

• Carry a team quota; regularly meet and exceed goals

• Monitor and refine sales lead processes and metrics

• Manage territory assignments and SDR/AE relationships

• Hire, recruit, mentor, and develop top Enterprise and Strategic SDRs

• Develop and own the sales "funnel," continuously optimizing every step

• Define new processes to increase overall productivity

• Work collaboratively with Sales, Marketing, and Revenue Operations to refine a repeatable prospecting model for both inbound and outbound efforts.

• 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:

• At least three years of enterprise sales development/lead generation experience

• 1-2+ years experience in a closing role

• 2+ years of business development management experience

• 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

• 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

• Learn key pieces of information (birthdays, locations, likes/dislikes, etc.) about every team member

• Do in-depth research on the competition and current market trends

• Study team reports to become familiar with individual strengths and weaknesses

• Observe and record the daily activities of team members

• Make at least one small change to operations based on feedback from the team

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

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.