Partner Sales Manager, Mid-Enterprise

The posting, as Docker wrote it

ABOUT DOCKER

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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THE ROLE

We are looking for an experienced Partner Sales Manager, Mid-Enterprise to drive partner-led growth across Docker’s Mid-Enterprise business.

The primary focus of this role will be generating pipeline for Docker’s AI Governance solution. Working closely with Docker’s Mid-Enterprise sales organization and priority channel partners, you will develop scalable sales plays, activate joint campaigns, and advance partner-sourced and partner-influenced opportunities from identification through close.

You will own a partner revenue target focused on pipeline and ARR, transforming successful partner engagements into repeatable programs that expand market coverage and scale across sellers, partners, and regions.

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RESPONSIBILITIES

Partner Strategy & Execution

• Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals.
• Prioritize the partners, markets, and use cases with the greatest potential to generate pipeline at scale.
• Build strong relationships with priority resellers, solution providers, and distributors.
• Establish clear operating cadences covering joint planning, pipeline, forecasting, enablement, and performance.

Scalable Partner-Led Growth

• Create repeatable partner sales plays that drive account engagement and qualified pipeline.
• Lead account mapping and prioritization with partners and Docker sales teams.
• Activate joint campaigns, events, workshops, and outbound programs with Partner Marketing and Demand Generation.
• Build the playbooks, messaging, training, and engagement workflows required for consistent execution.
• Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue.

Pipeline & Co-Sell Execution

• Own partner-sourced and partner-influenced pipeline generation and ARR.
• Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close.
• Maintain regular pipeline and forecast reviews with priority partners and sales leadership.
• Identify risks, remove blockers, and implement actions that

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COMPENSATION & EQUITY

All full-time roles include equity. Final compensation is determined on factors including but not limited to experience, skills, qualifications, and location.

United States: $175K – $250K OTE

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POSTING INFORMATION

• Open vacancy: This posting is for an existing open role.
• AI in hiring: Docker may use AI-assisted tools during our recruiting process.
• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

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PERKS & BENEFITS

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

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