Remote
North Carolina
$120K–$135K
⚙️Operations
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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.
Docker is looking for a Director or Senior Director of Business Development to build and lead our global BDR organization. This is a foundational leadership role sitting at the intersection of pipeline generation, field alignment, and go-to-market execution. You will own the strategy, hiring, and day-to-day performance of a globally distributed team of over 20 Business Development Representatives across the Americas, EMEA, and APAC, with a mandate to scale the Org and drive qualified pipeline.
This role reports to the VP of Revenue Operations and is based remotely in the United States or Canada.
• Lead and continuously improve the global BDR organization, overseeing inbound and outbound
pipeline generation across all segments and geographies.
• Guide GTM decision making and strategy as a member of the CRO’s R-Staff as well as the RevOps Leadership Team.
• Review and refine the existing BDR playbook outbound sequencing, messaging, ICP targeting, and
qualification criteria in close partnership with Sales, Marketing, and Revenue Operations, evolving it as the market and product change.
• Develop, coach, and retain a high-performing team of BDR managers and individual contributors
across multiple time zones, raising the performance bar across the board.
• Manage to a consistent pipeline coverage model, holding each segment and region accountable to
pipeline generation targets and identifying underperformance early.
• Partner directly with the CMO and Marketing Leadership on strategic initiatives, campaign alignment, lead routing, and feedback loops to continuously sharpen inbound conversion.
• Partner with Sales leadership to maintain clean BDR-to-AE handoffs and drive joint accountability
for pipeline quality.
• Assess and strengthen the operating cadence for the BDR org pipeline reviews, rep coaching,
activity metrics, and performance management making improvements where needed.
• Work cross-functionally with Enablement to evaluate and improve onboarding, ramp programs, and
ongoing skills development for the team.
• Track and continuously improve the metrics that matter: pipeline generated, conversion rates, ramp
time, rep productivity, and attainment.
• Serve as a player-coach where needed, modeling the prospecting behaviors and standards you
expect from the team.
• 8+ years of sales or business development experience, with at least 4 years leading BDR or SDR teams at a B2B SaaS or infrastructure software company.
• Proven track record building and scaling global BDR functions from hiring and enablement through pipeline targets and quota attainment.
• Strong understanding of outbound sales motions, modern prospecting tools (Gong, LinkedIn Sales Navigator, Common Rom, Salesforce, ZoomInfo, and Lusha ), and pipeline hygiene standards.
• Experience working in a high-growth, product-led or hybrid go-to-market environment.
• Data-driven with the ability to build and manage to a pipeline model, forecast accurately, and identify performance gaps before they become misses.
• Track record of developing BDR talent, including promoting reps into AE roles, and building cultures of accountability and continuous improvement.
• Strong cross-functional collaborator who can operate effectively with Marketing, Sales, Enablement, and RevOps.
• Experience operating across multiple geographies and time zones, with sensitivity to regional differences in go-to-market approach.
• Excellent communication skills. Clear, direct, and comfortable presenting to executive leadership.
• Familiarity with developer tooling, DevOps, containers, or AI infrastructure is a plus but not
Meet every member of the BDR team and all key stakeholders across Sales, Marketing, and RevOps. Understand the current state of pipeline generation, rep productivity, and tool stack. Audit existing processes, sequencing, and messaging. Identify the most urgent gaps and the highest-leverage opportunities to improve performance fast.
Redefine the BDR playbook: ICP, outbound sequencing, qualification criteria, and handoff standards. Establish the operating cadence including weekly pipeline reviews, activity benchmarks, and coaching rhythm. Begin filling open headcount with a clear hiring bar. Align with Marketing on campaign support and lead routing. Present a team assessment and 90-day pipeline target to VP of Revenue Operations.
The playbook is live and being executed consistently across regions. Ramp programs are in place for new hires. Pipeline generation is trending toward targets. You have a clear view of team performance by rep, region, and segment, and a roadmap for closing the gaps. You are a recognized cross-functional partner to Sales, Marketing, and RevOps leadership.
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.
Health Insurance
Life Insurance
Disability Insurance
Dental Insurance
Vision Insurance
401(k) / Retirement Plan
Equity / RSUs
Unlimited PTO
Paid Holidays
Parental Leave
Home Office Stipend
Learning & Development Budget
Docker is a fully remote company, so most work happens from home rather than an office. Openings are still region-anchored: current roles are based in the United States, Canada, the United Kingdom, and the wider EMEA region, so check the specific posting for its eligible country. Docker also keeps optional office hubs in Paris and Seattle for anyone who wants occasional in-person collaboration.
Remote-first is built into how Docker operates, not a temporary policy. Communication is Slack and Zoom first, schedules are flexible, and teams lean on async workflows to collaborate across time zones. To help people recharge rather than burn out, Docker gives quarterly company-wide "Whaleness Days," alongside virtual social events, team bonding, and a recurring "Lunch Roulette."
Internet Stipend
Team Events & Social Budget
Work From Anywhere
Flexible Schedule
Company Shutdown Days
Company Equipment
Sick Days
Health coverage is a highlight, with company-paid medical premiums plus dental, vision, life, and disability insurance, a 401(k), parental leave, and equity as RSUs. Time off is generous, including unlimited PTO, paid holidays, and company shutdown days. For remote work specifically, Docker provides a home-office setup budget, a monthly technology and internet stipend, and a learning and development allowance for training.
Docker does not publish standardized salary bands publicly, so the exact range for a role is confirmed with your recruiter during the process. Offers reflect the role, its level, and your location, and total compensation pairs base salary with equity as RSUs and the benefits package above.
Docker runs on five virtues: Developer Obsession, Humble Confidence, Bias for Considered Action, Open Collaboration, and Outcome Driven. The culture emphasizes autonomy, transparency, and real impact, so people who are self-directed, developer-empathetic, and comfortable owning outcomes in an async setting tend to do well. Docker also supports employee resource groups spanning Underrepresented Genders, DEIB, Mental Health, Caregivers, and Neurodivergent communities.
Docker emphasizes inclusive hiring and a well-supported onboarding, and new hires describe a smooth start with a dedicated onboarding team, a home-office budget from day one, and training allowances. One important safety note from Docker: the company only contacts applicants from official @docker.com email addresses. Messages from lookalike domains such as @dockercareers.com are fraudulent, so never share personal information with them.
