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The Account Executive, Strategic, Federal (DoD/DoW/) is responsible for managing and expanding high-value relationships with key strategic accounts across the Department of Defense communities. This role demands a deep understanding of DoD/DoW missions, national security priorities, and DoD/DoW requirements, along with the ability to develop and execute long-term strategic plans that accelerate revenue growth while delivering mission-critical outcomes. The ideal candidate brings a proven track record of selling into complex defense environments, exceptional executive presence, and the ability to navigate extended federal acquisition cycles and high-stakes negotiations.
Responsibilities
- Client Relationship Management: Serve as the trusted strategic advisor and primary point of contact for senior leaders across DoD/DoW Services (Army, Navy, Air Force, Marines), Combatant Commands, Defense Agencies, and Program Executive Offices. Advocate for client needs and mission priorities inside Docker.
- Strategic DoW Planning: Develop intimate knowledge of each account’s mission, FY budget priorities, digital modernization goals, and operational challenges. Partner with clients to co-create and execute multi-year strategic plans that align Docker solutions with DoD/DoW Joint Warfighting concepts, DevSecOps initiatives, and AI/ML enablement.
- Sales Targets: Consistently achieve and exceed aggressive revenue quotas by identifying, qualifying, and closing strategic opportunities within the DoD/DoW portfolio.
- DoD/DoW/DoW/DoW Market Intelligence: Monitor defense trends, PPBE cycles, DoD/DoW AI strategies, Zero Trust mandates, software modernization directives, and competitive landscape to inform account strategy and uncover new mission-aligned opportunities.
- Cross-Functional Collaboration: Partner seamlessly with internal teams (Solutions Engineering, Product, Legal, Finance, and Marketing) to deliver compliant, mission-ready solutions that meet stringent DoD/DoW security, accreditation, and procurement requirements.
- Reporting & Forecasting: Deliver accurate, defense-focused pipeline forecasts and executive-level reporting on account health, opportunity progression, and performance against DoD/DoW-specific goals.
- Contract Negotiation: Lead complex negotiations involving DoD/DoW Contracting Officers, legal teams, and program offices to secure favorable terms across GWACs, IDIQs, OTAs, and service-specific vehicles.
Qualifications
- 8+ years of proven success selling enterprise technology solutions to large, complex DoD/DoW organizations, with a demonstrated track record of meeting or exceeding targets in defense environments.
- 3+ years of direct selling experience to the Department of Defense (Services, Agencies, or Combatant Commands).
- Deep understanding of DoD/DoW acquisition processes, PPBE, JCIDS, FAR/DFARS, FedRAMP, and classified program environments.
- Exceptional ability to communicate, present, and influence credibly at all levels, including Flag/General Officers, SES, CIOs, and PEOs.
- Proven experience delivering mission-focused solutions that address DoW requirements and national security priorities.
- Strong project management skills with the ability to handle multiple complex strategic accounts simultaneously while maintaining sharp attention to detail.
- Excellent listening, negotiation, and executive presentation skills.
- Strong verbal and written communication skills.
- Above and beyond: Formal training in Command of the Message, MEDDPICC, and/or Federal/DoD/DoW sales methodologies is highly desired. Active Secret clearance (or ability to obtain) preferred.
What to Expect
First 30 Days
- Complete intensive onboarding focused on Docker’s DoD/DoW offerings, value proposition in national security contexts, and the competitive defense landscape.
- Build strong internal relationships with federal sales leadership, solutions engineering, and legal/compliance teams.
- Begin deep familiarization with your assigned DoD/DoW accounts, reviewing history, current contracts, and mission priorities.
First 90 Days
- Complete comprehensive strategic account plans for each major DoD/DoW client, aligned with their FY budgets and modernization roadmaps.
- Actively advance opportunities through the defense acquisition process and begin building relationships with key program offices.
- Establish clear KPIs and deliver early mission-aligned wins.
One-Year Outlook
- Meet or exceed assigned revenue targets through new program wins and expansion within existing DoD/DoW accounts.
- Establish yourself as a trusted strategic advisor to senior defense stakeholders.
- Demonstrate measurable growth in strategic accounts through increased adoption, expanded use cases, and stronger mission partnerships.
- Identify and implement process improvements to accelerate DoD/DoW sales cycles and enhance customer mission outcomes.
- Continue professional development in defense technology trends and leadership to further strengthen your impact.
Success in this role is measured by revenue achievement, depth of relationships with senior DoD/DoW leadership, the strategic mission value delivered to DoD/DoWs, and the long-term growth of Docker’s position within the Department of Defense.
Docker does not offer visa sponsorship for this role.
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Please see the independent bias audit report covering our use of Covey here.
Perks
- 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
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.
