Note: The job is a remote job and is open to candidates in USA. Docker is seeking an experienced Sales Operations Manager to lead Sales Operations support for its Solutions Engineering and Solutions Architect organizations. The role owns related sales processes, systems, data, reporting, capacity planning, and cross-functional initiatives, while supporting pipeline, forecast, and territory processes across the broader sales organization.
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
Skills
- 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)
- 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
- Docker does not offer visa sponsorship for this role
- Gong, Opine, and similar preferred
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
Company Overview