Account Executive, Strategic, Federal (civilian) - Remote Eligible

Account Executive, Strategic, Federal (Civilian)

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We're growing fast and just getting started. Come join us for a whale of a ride!

The Account Executive, Strategic, Federal (Civilian) is responsible for managing and expanding high-value relationships with key civilian federal agencies. This role requires a deep understanding of civilian government missions, procurement processes, and regulatory environments, along with the ability to develop long-term strategic partnerships that drive sustainable revenue growth and exceptional client satisfaction.

Responsibilities

• Client Relationship Management: Serve as the trusted advisor and primary point of contact for senior leaders and program executives within civilian federal agencies. Build and nurture long-term, mission-aligned relationships across CIO, CISO, and program office levels.
• Strategic Business Planning: Develop deep insight into each agency's mission, IT modernization goals, and budgetary constraints. Partner with clients to create and execute multi-year strategic plans that align Docker solutions with their federal mandates and digital transformation initiatives.
• Sales Targets: Consistently achieve and exceed revenue quotas by identifying, qualifying, and closing strategic opportunities within civilian federal accounts.
• Market & Procurement Intelligence: Track civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. Leverage this intelligence to shape go-to-market strategies and uncover new opportunities.
• Cross-Functional Collaboration: Partner closely with internal teams (Product, Solutions Engineering, Legal, Finance, and Marketing) to deliver cohesive, compliant solutions that meet FAR, agency-specific policies, and federal security standards.
• Reporting & Forecasting: Deliver accurate pipeline forecasts, track key account metrics, and provide regular executive-level reporting on account health and progress toward strategic objectives.
• Contract Negotiation: Lead complex negotiations involving civilian agency Contracting Officers, program offices, and legal teams to secure favorable terms, including GWACs, IDIQs, and agency-specific vehicles.

Qualifications

• 8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (DHS, HHS, Treasury, Commerce, State, DOJ, etc.).
• 3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts.
• Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies.
• Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences.
• Proven track record of managing multiple complex accounts simultaneously with strong attention to detail.
• Excellent listening, negotiation, and executive presence.
• Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired.

What to Expect

First 30 Days

• Complete comprehensive onboarding on Docker's federal offerings, value proposition, and competitive landscape.
• Build relationships with internal federal sales, solutions engineering, and legal teams.
• Deep-dive into your assigned civilian agency accounts, reviewing history, current contracts, and strategic priorities.

First 90 Days

• Complete detailed strategic account plans for each major civilian agency, aligned with their mission and FY budget cycles.
• Begin actively advancing opportunities through the federal procurement process.
• Establish clear KPIs and begin delivering early wins while building executive relationships.

One-Year Outlook

• Meet or exceed assigned revenue targets through new wins and expansion within civilian federal accounts.
• Establish yourself as a trusted strategic advisor to key agency stakeholders.
• Deliver measurable growth in strategic accounts through increased adoption, expanded use cases, and stronger partnerships.
• Identify and implement process improvements to accelerate civilian federal sales cycles and enhance customer experience.

Success in this role is measured by revenue achievement, depth of executive relationships within civilian agencies, and the long-term strategic value delivered to both customers and Docker.

Docker does not offer visa sponsorship for this role.

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

• 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

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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