Regional Sales Director, Strategic (EMEA)

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. A Regional Sales Director, Strategic, plays a critical role in leading sales efforts across Docker’s largest, most strategic accounts. This position involves a blend of strategic planning, sales leadership, market analysis, enablement, coaching, and customer relationship management. RESPONSIBILITIES: Strategic Planning and Execution: - 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 Leadership and Team Management: - 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 Sales Operations: - 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 Market Analysis and Business Development: - 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 Customer Relationship Management: - 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 QUALIFICATIONS: - Proven Sales Experience: 5+ years experience leading multinational sales teams selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a DevSecOps-related business - Leadership Skills: Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation - Strategic Thinking: Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint - Communication and Interpersonal Skills: Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, team members, and the wider business - Customer-focused: A strong focus on customer success and the ability to build and maintain long-term relationships with strategic clients’ executive leadership - Adaptability: Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape - Sales Methodologies: Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies WHAT TO EXPECT FIRST 30 DAYS: - Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment within which it operates. This period is crucial for grasping the business model, sales processes, and tools. - Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key. - Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats. - Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy. FIRST 90 DAYS: - Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals. This strategy might include targeting new enterprise accounts, expanding