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Senior Manager, Sales Operations



Sales & Business Development, Operations
Portugal · Sweden · Germany · Spain · Bulgaria · France · United Kingdom · Netherlands · Poland · Romania
Posted on Monday, December 11, 2023

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps. We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year. Join us for a whale of a ride!

The Senior Manager of Sales Operations Strategy and Planning will report directly to the Director of Business Systems & Revenue Enablement. In this pivotal role, you will be responsible for optimizing the success of Docker's sales team. Your primary focus will be on developing and enhancing sales processes, empowering a high-performing sales team, and driving strategic support for territories, quotas, commissions, and overall sales strategy and planning.

As a liaison between the sales department and other parts of the organization, you will advocate for the needs of the sales team and ensure they have the necessary resources and tools to meet business objectives. Leading a team of operations specialists, you will champion efficiency, reduce manual work, and support a world-class sales experience. This senior-level position requires a seasoned professional with substantial experience in sales and operations roles, including leadership in remote and international settings.


  • Design, assign, and refine sales segmentation in collaboration with GTM leadership and assist in establishing territory recommendations, account ownership rules, and scalable quota-setting methodologies

  • Own the forecasting processes across channels and optimize programs, processes and tool-based workflows for the Sales team to enhance GTM effectiveness, productivity, and efficiency; find ways for automation to increase data efficacy.

  • Develop capacity planning and manage vertical sales initiatives to produce ideal rep coverage ratios as well as collaborate with sales stakeholders to develop strategic metrics for top prospects.

  • Manage and coordinate operations impacting sales activities, including artifact creation and training around systems and process changes, outbound sales initiatives, and inbound marketing programs

  • Develop and lead an engaged and high-performing team; identify gaps in skill and experience and develop or hire, as necessary

  • Oversee the adoption and compliance of sales processes, driving the discovery and implementation of tools to streamline sales

  • Manage and prioritize ongoing support requests, projects, and priorities; lead large-scale cross functional initiatives, partnering with teams across the organization

  • Maintain current knowledge of the CRM program and tools that facilitate prospect engagement based on the customer journey stage

  • Support business development and lead generation efforts, maintaining an understanding of marketing tools and lead sources

  • Compile and analyze sales data to provide insights and optimization recommendations

  • Foster cross-functional collaboration among customer success, sales, finance, product, marketing, and other teams

  • Own data quality, integrity, standardization, and controls that ensure accurate KPI reporting and forecasting

  • Implement new processes, educating teams on tool utilization and methods


  • Bachelor’s Degree in Business Administration, Business Management, or related field or equivalent career experience.

  • Proven leadership experience in high-growth startup environments

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

  • Experience establishing success metrics for operations teams and guiding teams towards KPI achievement

  • Exceptional communication and interpersonal skills for resolving interdepartmental projects and managing stakeholders

  • Minimum of 3 years of experience within the Salesforce ecosystem

  • At least 3 years in a managerial position with increasing responsibility

Nice to have:

  • Past experience with analytics and data visualization tools

  • Ability to perform advanced computing functions

In the first 30 days you will:

  • Become familiar with Docker virtues and values

  • Understand Docker’s operational processes and the systems that support them

  • Identify key stakeholders

  • Get to know your team’s strengths and growth opportunities

  • Have scheduled 1:1s with all direct reports and key stakeholders

  • Identify KPIs for individual contributors

  • Map current processes and highlight immediate needs

  • Identify existing gaps for immediate resourcing

Within 60 days you will:

  • Collaborate with individual contributors to develop career plans

  • Gain in-depth knowledge of the existing sales operations process, identifying strengths, weaknesses, and inefficiencies

  • Define key performance metrics for measuring the success of sales operations

  • Familiarize yourself with Agile project management for tracking metrics

  • Ensure tooling onboarding is designed to equip teams to execute sales activities effectively

  • Begin to streamline processes that influence conversion rates

After 90 days:

  • Define a 12-18 month process/systems roadmap in collaboration with Business Systems and other stakeholders

  • Develop a comprehensive sales operations strategy aligned with the company's overarching business goals, identifying sales activity KPIs and adoption metrics and coordinating tracking activities

  • Partner with cross-functional teams to integrate and align aspects of the sales operations process that highlight targeted vertical sales initiatives and influence account scoring methodologies

  • Implement and report on a communication plan to keep stakeholders informed of progress

  • Create a system for continuous improvement of the sales operations process, including regular reviews and refinements of strategy, metrics, and tools

  • Focus on identifying improvements in territory alignment and improving sales management self-serve capabilities and headcount planning activities


  • Freedom & flexibility; fit your work around your life

  • 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.