Account Executive - Emerging Accounts - Austin, TX
•Fictiv· 17h
💼 Sales⏰ Full-time⭐ Senior💰 $75k-75k🇺🇸 USA
17h ago
Docker·5 months ago
Docker 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.
We 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.
Full Fluency in German and English is mandatory for the role.
We are seeking a highly consultative, commercially minded Senior Solutions Engineer to support our most strategic accounts. This role is a critical technical seller position, owning pre-sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles.
You will act as a trusted technical advisor and champion owner, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through
Technical Selling & Deal Shaping,
Technical Champion Ownership & Thought Leadership,
Customer & Internal Advocacy and
Competitive & Strategic Selling
This role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.
Technical Selling & Deal Shaping:
Lead technical discovery to deeply understand customer business objectives, constraints, success criteria, and buying drivers.
Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value.
Design, position, and execute structured PoCs and PoVs, including defining success criteria, evaluation plans, and exit strategies.
Influence customer decision-making through workshops, whiteboarding sessions, and technical executive briefings.
Translate complex technical capabilities into clear business value narratives.
Technical Champion Ownership & Thought Leadership:
Build, own, and expand relationships with customer technical champions and influencers.
Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices.
Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities.
Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions.
Customer & Internal Advocacy:
Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience.
Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle.
Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts.
Competitive & Strategic Selling:
Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the cycle.
Partner with Sales to develop technical win strategies for strategic and competitive accounts.
Proven experience as a Solutions Engineer, Sales Engineer, or Solution Architect in complex enterprise sales.
Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria.
Ability to engage credibly with senior technical and business stakeholders.
Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures.
Experience with Docker, container ecosystems, or adjacent technologies strongly preferred.
Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain Experience experience strongly preferred.
Excellent communication, influence, and stakeholder management skills.
Willingness to travel to customer sites as required.
Full professional fluency in German and English is mandatory
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, Outreach, SalesForce, Looker, and Docker.
Actively engage with senior stakeholders, and manage relationships with clients
You will work closely with your peers and partner with CSMs to develop strategies to advocate for our customers.
At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role.
You will be laser-focused on supporting the CS Team during your second month.
You will have connected with all of your Team members.
You will gain in-depth knowledge of Docker’s products and how they impact our customers.
You will have an advanced understanding of tools, activities, and best practices to be successful in your role.
In month three, you will be confident in your craft and ready to immerse yourself in our customer’s business needs fully.
You will continue efforts to improve messaging, processes, and activities.
Educate our clients about our product roadmap and undertake product training for users
You will be ready to operate independently at full speed.
Docker does not offer visa sponsorship for this role.
Perks
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 (after 6 months of employment)
Technology stipend equivalent to $100 USD 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
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.
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