Business Development Representative

About Docker

Docker is a widely respected brand in developer tools, trusted by over 20 million users each month and supporting more than 20 billion container image downloads. The platform serves everyone from independent founders to large enterprises, helping developers create, distribute, and run their applications through products such as Docker Desktop, Docker Hub, and Docker Scout. Operating as a remote-first and globally distributed team, Docker focuses on innovating the software development process, particularly as AI-driven automation transforms workflows. Docker provides reliable environments, verified container images, and secure infrastructure enabling trustworthy autonomous operations.

Position Overview

We are seeking a results-driven Business Development Representative who thrives on identifying and qualifying promising leads for commercial and enterprise customers. This role involves proactive outreach to Docker's existing user base to promote commercial licenses and fostering engagement to facilitate sales opportunities.

Key Responsibilities

• Implement prospecting approaches to connect with current Docker users likely to acquire commercial licenses.
• Understand and assess the challenges and needs of potential customers.
• Gauge prospects' interest levels in Docker's offerings.
• Arrange discovery meetings between prospects and sales representatives.
• Meet targets for qualified leads and generate new sales opportunities.
• Handle inbound inquiries related to Docker products, qualifying their suitability.
• Create positive, value-focused first impressions with prospects and clients during all interactions.
• Collaborate with various teams to relay customer feedback for continuous improvement.
• Participate in team development efforts, including mentoring colleagues.

Candidate Requirements

• Minimum of one year of experience in sales roles.
• Proven successful track record.
• Self-motivated, proactive, and goal-oriented attitude.
• Strong communication skills across phone, writing, and active listening.
• Eagerness to develop a thorough understanding of the industry and Docker’s value propositions.
• High ethical standards and collaborative mindset.
• Detail-focused with a solid work ethic.
• Preferably holds a four-year college degree or has equivalent experience.

Onboarding & Development Milestones

Initial 30 Days

• Comprehensive onboarding including equipment setup, welcome package, and collaborative training.
• Training on using key sales tools like Salesforce, ZoomInfo, Common Room, Outreach, Sales Navigator, and Docker’s platform.
• Introduction to core business development functions such as prospecting, lead qualification, appointment setting, and pipeline management.
• Close collaboration with managers and peers to build effective prospecting tactics.
• Achieve proficiency with essential sales tools and processes by the end of the month.

Next 60 Days

• Focused research on company targets and prospecting strategies within assigned regions.
• Creation of prospecting lists covering target accounts and decision-makers, initiating multi-channel outreach (calls, email, chat, social media).
• Mastery of Docker’s products and refining sales pitches.
• Adherence to key performance indicators and prospecting standards.
• Advanced knowledge of tools and best practices for the BDR role.

By 90 Days

• Confidence in sales techniques and independent management of daily responsibilities.
• Ongoing enhancement of messaging, processes, and workflows.
• Recognition as a proficient lead qualifier and expert user of sales tools.
• Full operational autonomy at expected productivity levels.

Compensation and Benefits

In the United States, compensation ranges from $59,500 to $85,000 on-target earnings plus equity participation.

Additional Perks

• Flexible work schedules designed to support work-life integration.
• Quarterly designated wellness days and an additional wellness break at year-end.
• Home office arrangements to ensure comfortable working conditions.
• Generous parental leave offering 16 weeks after six months of employment.
• Monthly technology stipend of $100 net USD to support work-related tech needs.
• Paid time off encouraging personal interests and rest.
• Funding support for professional development including conferences and courses.
• Equity offerings to share in the company's growth.
• Company-branded merchandise.
• Medical benefits, retirement plans, and holidays vary by location.
• A remote-first organizational culture, alongside office presence in Seattle and Paris.

Important Notes

This position does not provide visa sponsorship. Docker is devoted to fostering diversity and equal opportunity, embracing a range of backgrounds and perspectives to enhance the company’s inclusiveness and success.