Renewals Manager, Docker
East
$175k
OTE
+ Equity
More information about location
App development platform
Job no longer available
App development platform
501-1000 employees
Job no longer available
$175k
OTE
+ Equity
More information about location
501-1000 employees
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- 4+ years of experience in a sales or account management role, preferably in a SaaS company
- Strong communication and negotiation skills
- Ability to build strong relationships with customers
- Proactive and able to manage multiple accounts simultaneously
- Understanding of MEDDPICC sales methodology
- Command of the Message certification preferred
- Experience with Salesforce/CPQ or other CRM tools is a plus
What the job involves
- As a Renewals Manager at Docker, you will be responsible for driving the renewal process for our customers, ensuring that they continue to see the value in our products and services
- You will work closely with our sales team and customers to negotiate and close renewal contracts, and identify upsell opportunities
- A successful Renewals Manager at Docker will be able to build strong relationships with customers and to communicate effectively with both technical and non-technical stakeholders
- They will have a deep understanding of our products and services, and be able to articulate the value that we provide to our customers
- They will be proactive and able to manage multiple accounts simultaneously while also being able to identify and prioritize opportunities for upselling and cross-selling
- Manage the renewal process for a portfolio of customers, ensuring timely and accurate renewals
- Build strong relationships with customers and identify opportunities for upselling and cross-selling
- Negotiate and close renewal contracts, working closely with our sales team customer account team
- Communicate effectively with both technical and non-technical stakeholders, articulating the value that we provide to our customers
- Collaborate with cross-functional teams to ensure that customer needs are met and issues are resolved
- What to expect in the first 30 days:
- Onboarding and training on Docker's products and services
- Introduction to the Renewals team and cross-functional teams
- Review of current customer portfolio and renewal pipeline
- What to expect in the first 90 days:
- Management of a portfolio of customers and renewals
- Identification and pursuit of upselling and cross-selling opportunities
- Collaboration with cross-functional teams to resolve customer issues and meet customer needs
- What to expect in the first year:
- Continued management of a portfolio of customers and renewals, with a focus on driving customer satisfaction and revenue growth
- Identification and pursuit of strategic opportunities for upselling and cross-selling
- Active participation in cross-functional projects to improve the customer experience
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the recent past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which is cited to fund hiring new talent, ramping up its business, and continuing to develop and refine its product. It's also embarked on a series of acquisitions to
Steph
Company Specialist
Insights
Company
Funding (last 2 of 10 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $497.9m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- “Whaleness” Days — At least 1 company wide day off per month
- Employer Paid Holidays
- Generous Maternity and Parental Leave
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
- Virtual Coffee with Co-Workers
Company values
- Humility - We give credit rather than seeking it. We’re always open to feedback and correction. We don’t assign blame when something goes wrong, but learn from it together
- Developer Obsession - We understand developers, we put developers’ priorities first, and we never get in their way. We succeed by making developers happy and productive
- Open Collaboration - We’re very open internally about what’s going on, good and bad. Almost all documents and conversations are visible to everyone. Transparency is key. We help each other’s teams and departments, rather than building our own empires
- Bias for Considered Action - We don’t do things carelessly or without thinking, but we want to move fast, and we encourage our employees to act proactively and autonomously. We prefer to take action sooner, and iterate or correct as necessary. Experiments are good
Company HQ
China Basin, San Francisco, CA
Articles
Founders
Scott Johnston
(CEO, not founder)Has been COO and CPO with Docker prior to CEO role. Before that was VP, Marketing & Product at Puppet and a Venture Partner at Alloy Ventures.
Diversity & Inclusion at Docker
- Docker embraces diversity and we’re wholeheartedly committed to being proactive in promoting diversity across our organization. We’re dedicated to establishing an organization that reflects the fundamental respect for different ways of working and living, and we assure every Docker employee the opportunity to reach his or her full potential.
- Current Employee Groups (with more to come!): Women ERG, Mental Health ERG, DEI Council
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