Senior Revenue Operations Manager

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!

About the role:

We are seeking an experienced Revenue Operations Senior Manager to join our growing Operations team who are responsible for the success of Docker’s GTM teams to accelerate our revenue growth. Your primary focus will be building and owning a territory optimization program that leverages dynamic territory concepts to ensure our territories and account executives are productive. The role includes developing scoring methodologies, creating a strong point of view of what great territories look like, creating business processes, launching tools such as 6sense, building dashboards and working closely with Revenue Leadership in a business partnering capacity. 

An ideal candidate is a start-up builder who has experience in working with most roles within a Revenue or Sales organization, has broad understanding of enterprise selling and has worked closely with SFDC, 6sense, Revenue data and BI visualization tools. This role reports to the Vice President, Revenue Operations

In this role, you will:

• Develop and own Docker’s Territory Optimization program

• Develop our overall territory strategies with inputs from Revenue leaders, Docker product data and historical metrics

• Work closely with Sales Operations ensuring accounts are moved in accordance with Sales Ops policies

• Work with intent data and vendors such as Common Room and 6Sense to implement the right data and tooling to support this new program

• Monitor existing territories and make strong recommendations to Revenue leadership to ensure our territories stay productive

• Create dashboarding and KPIs to drive quality decision making

• Optimize existing scoring models and incorporate changes into our overall program

Requirements:

• 7+ years of experience in Sales Operations, Revenue Operations or Marketing Operations with deep understanding of territories designs, territory optimization and propensity to buy models

• Proven business partnering experience with Sales leaders to build relationships and influence decision making

• Experience working for a high growth software/SaaS company in builder mode

• Track record of defining operational processes and collaborating with technology teams for successful implementation of projects

• Exceptional communication and interpersonal skills; ability to create and deliver executive summaries

• Technically savvy with Google Suite, Salesforce, 6sense, Common Room, and data orchestration tooling

• Ability to think strategically and translate business needs into actionable plans within a fast paced environment

• Comfortable and familiar with cross-functional collaboration

• Energy, enthusiasm, and love of building

What to expect in the first 30 days:

• 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, Clari, Zoominfo, 6Sense, CommonRoom, Outreach, LinkedIn Sales Navigator, and Docker

• Have 1:1 discussions with cross functional team members and revenue leadership to understand the business needs and current state of Docker’s territories

• Review existing processes and metrics to identify areas of improvement

• Develop a point of view for Docker’s new Territory Optimization program including identifying the project plan, tech stack needs and overall timeline

What to expect in the first 60 days:

• Begin discussion with key vendors

• Work through project plan to implement the Territory Optimization program

• Work closing with Revenue leaders and Revenue Operation leaders to refine ideas and develop details of the program

• Begin documenting the program and working with vendors to set up our process and data flows

What to expect in the first 90 days:

• Set up regular cadence with Revenue leaders

• Develop all dashboarding and approaches to monitor territories

• Develop enablement materials to ensure our AEs understand what good territories look like and how to use our data

• Create regular metrics and reporting for leadership

• Answer questions and engage with our Revenue teams for account movements while working alongside our Sales Operations team

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 (for Full-Time Employees Only)

• Freedom & flexibility; fit your work around your life

• Designated quarterly Whaleness Days

• 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

• Quarterly, company-wide hackathons

• 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

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.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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