Senior Manager, Sales Operations

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 seeking a Senior Manager, Sales Operations to join our Revenue Operations team in a critical leadership capacity. This is a player-coach role designed for a deeply technical Sales Ops expert who thrives on both strategic execution and people development. You will serve as the ultimate go-to subject matter expert for all things Sales Ops infrastructure, including architecting our territory design, segmentation models, quota models and annual planning frameworks, while simultaneously leading and scaling a high-performing team.

Initially managing a team of two, with further headcount planned as Docker grows, you will balance executive partnership with technical execution. You will run the strategic vision, coach your team to execute flawlessly, and step into the trenches yourself to solve our most complex operational challenges.

An ideal candidate brings deep Sales Operations experience in a high-growth SaaS environment, strong command of our core tooling, and a track record of leading transformational operational change. This role reports to the Senior Director of Sales Operations.

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RESPONSIBILITIES

Sales Ops Architecture & Planning Execution

• Drive the end-to-end execution of core Sales Operations, translating the overarching GTM strategy into tactical territory designs and segmentation models
• Architect and build the operational models for annual and quarterly planning cycles, including territory routing (ETM), segmentation updates, and quota allocation
• Own the management, administration, and execution of quota frameworks, and assist with compensation plan design for the direct sales & GTM organization
• Take full ownership of complex operational initiatives, managing the lifecycle from scoping and business requirements through to deployment and post-launch optimization
• Own and update the Sales Rules of Engagement and account engagement models to ensure seamless, frictionless deal flow and pipeline integrity
• Own key tools within the Sales technology stack, managing vendor relationships, budgets, and roadmaps

Operational Collaboration & Tech Opti
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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: $128.1K – $200K base

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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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