Account Executive, Strategic, Federal (Civilian)

Docker

9d•Remote

About The Position

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! The Account Executive, Strategic, Federal (Civilian) is responsible for managing and expanding high-value relationships with key civilian federal agencies. This role requires a deep understanding of civilian government missions, procurement processes, and regulatory environments, along with the ability to develop long-term strategic partnerships that drive sustainable revenue growth and exceptional client satisfaction.

Requirements

8+ years of proven success selling enterprise technology solutions to large, complex civilian federal agencies (DHS, HHS, Treasury, Commerce, State, DOJ, etc.).
3+ years of direct federal government sales experience, with a strong preference for civilian agency accounts.
Demonstrated ability to navigate federal procurement processes, including FAR/DFARS, FedRAMP, and agency-specific acquisition strategies.
Exceptional communication, presentation, and influence skills with the ability to engage credibly at all levels, including SES, CIO, and CISO audiences.
Proven track record of managing multiple complex accounts simultaneously with strong attention to detail.
Excellent listening, negotiation, and executive presence.

Nice To Haves

Formal training in Command of the Message, MEDDPICC, and/or Federal sales methodologies is highly desired.

Responsibilities

Client Relationship Management: Serve as the trusted advisor and primary point of contact for senior leaders and program executives within civilian federal agencies. Build and nurture long-term, mission-aligned relationships across CIO, CISO, and program office levels.
Strategic Business Planning: Develop deep insight into each agency’s mission, IT modernization goals, and budgetary constraints. Partner with clients to create and execute multi-year strategic plans that align Docker solutions with their federal mandates and digital transformation initiatives.
Sales Targets: Consistently achieve and exceed revenue quotas by identifying, qualifying, and closing strategic opportunities within civilian federal accounts.
Market & Procurement Intelligence: Track civilian federal trends, OMB priorities, FedRAMP requirements, and agency-specific initiatives. Leverage this intelligence to shape go-to-market strategies and uncover new opportunities.
Cross-Functional Collaboration: Partner closely with internal teams (Product, Solutions Engineering, Legal, Finance, and Marketing) to deliver cohesive, compliant solutions that meet FAR, agency-specific policies, and federal security standards.
Reporting & Forecasting: Deliver accurate pipeline forecasts, track key account metrics, and provide regular executive-level reporting on account health and progress toward strategic objectives.
Contract Negotiation: Lead complex negotiations involving civilian agency Contracting Officers, program offices, and legal teams to secure favorable terms, including GWACs, IDIQs, and agency-specific vehicles.

Benefits

Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
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
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
Remote-first culture, with offices in Seattle and Paris