Docker - Sales Operations Manager
Requirements
• 4+ years of experience in Sales Operations, Revenue Operations, or a related GTM operations function • Experience working for a high growth software/SaaS company • Experience as the Sales Ops partner to a Sales Engineering, Solutions Architect, or pre-sales organization • Strong Salesforce knowledge (reports, dashboards, opportunity management, writing requirements for admins and developers); Gong, Opine, and similar preferred • Track record building KPI frameworks, dashboards, and forecasting inputs for distributed, multi-region teams • Experience defining and documenting scalable processes, such as capacity planning, POC workflows, and cross-team handoffs • Knowledgeable in managing projects, including writing project plans, business requirement documents, and business summaries • Ability to influence stakeholders across Sales, SE, Product, Finance, and Business Systems without direct authority • Exceptional communication and interpersonal skills; comfortable with technical audiences • Able to work autonomously, with a constant focus on building for the future • What to expect in the first 30 days • You will be welcomed with onboarding experiences that includes equipment setup, a swag package, and a collaborative training program • Meet SE and SA leadership and partners across Sales Ops, Business Systems, Analytics, and CS • Learn the engagement workflow, the Salesforce data model, and the daily tools • Review existing metrics, reports, and open requests to find gaps and quick wins • What to expect in the first 60 days • Begin taking on projects and working with cross-functional teams to scope and build • Become the key stakeholder for SE-related tools and start scoping refinements • Build documentation for new and existing SE processes • Start implementing improvements to data integrity and accuracy • What to expect in the first 90 days • Establish KPI definitions and a recurring reporting cadence with leadership • Have full ownership of key SE and SA related projects and processes (intake, routing, POC/POV, handoffs) • Build scalable and repeatable processes for the Sales & GTM org • Docker does not offer visa sponsorship for this role. • ______________________________________________________________________
Responsibilities
• Support the leadership team covering the Solutions Engineering and Solutions Architect teams to ensure they have the necessary tools, processes and data to achieve business objectives • Act as the Sales Operations partner to leadership, turning priorities into operating plans, process changes, and systems requirements • Be the primary stakeholder for key GTM systems such as Opine and gain a deep knowledge of these systems to assist with implementation of automation, process improvements and new initiatives • Own SE & SA related reporting and KPIs, such as coverage and ratios, engagement on pipeline, technical win rate, POC/POV conversion and cycle time, and influenced pipeline and bookings • Design and run sales processes that involve SEs & SAs, including opportunity intake, team assignment and capacity-based routing, POC/POV tracking, and handoff to TAM • Maintain data quality in Salesforce, including technical-stage fields, SE Owner, Opportunity Team assignment, and technical win/loss reasons • Partner with Business Systems to scope, prioritize, and test Salesforce and GTM tool changes that affect SEs (Salesforce, Gong, Opine), and drive adoption • Support SE & SA capacity, headcount, and coverage modeling, and align coverage to territory (ETM) design and the fiscal year planning cycle • Support quota, territory, and compensation-related processes as they apply to SE & SA roles • Collaborate with SE leadership and Enablement on onboarding, ramp tracking, and playbook rollout • Partner with Marketing Ops, Customer Support Ops, Finance, and Business Systems on cross-functional programs that touch the SE & SA workflow • Lead projects from conception to release, including project plans, business requirement documents, and change management • Identify process improvements and automation opportunities, including AI-driven workflows, that reduce manual work for SEs, SAs and sellers • Provide inputs (technical risk, POC status, SE engagement) to pipeline inspection and forecast calls, and support forecast hygiene across the sales org
Benefits
• United States: $108.5K – $155K + equity • United States: • Canada: CA$150.5K - CA$215K + equity • Canada • ______________________________________________________________________ • Open vacancy: This posting is for an existing open role. • Open vacancy: • AI in hiring: Docker may use AI-assisted tools during our recruiting process. • AI in hiring: • 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. • Interview recordings: • Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration. • Remote-first by design • Flexibility that fits your life – We trust you to manage your schedule while delivering great work. • Flexibility that fits your life • Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. • Time to recharge • Technology stipend – Equivalent to US$100 net per month to help support your work. • Technology stipend • US$100 net per month • Learning & development – Annual stipend for conferences, courses, certifications, and continued learning. • Learning & development • Parental leave – 16 weeks of paid parental leave after six months of employment. • Parental leave • Equity for all full-time employees – Share in Docker's long-term success as we continue to grow. • Equity for all full-time employees • Comprehensive benefits – Medical, retirement, and paid holidays vary by country. • Docker swag – Because representing the whale never gets old. • Docker swag
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