Senior Manager, Sales Operations

About the Position

We are seeking a Senior Manager, Sales Operations to join our Revenue Operations team in a critical leadership capacity. This is a player-coach role designed for a deeply technical Sales Ops expert who thrives on both strategic execution and people development. You will serve as the ultimate go-to subject matter expert for all things Sales Ops infrastructure, including architecting our territory design, segmentation models, quota models, and annual planning frameworks, while simultaneously leading and scaling a high-performing team.

Responsibilities

Sales Ops Architecture & Planning Execution

• Drive the end-to-end execution of core Sales Operations, translating the overarching GTM strategy into tactical territory designs and segmentation models
• Architect and build the operational models for annual and quarterly planning cycles, including territory routing (ETM), segmentation updates, and quota allocation
• Own the management, administration, and execution of quota frameworks, and assist with compensation plan design for the direct sales & GTM organization
• Take full ownership of complex operational initiatives, managing the lifecycle from scoping and business requirements through to deployment and post-launch optimization
• Own and update the Sales Rules of Engagement and account engagement models to ensure seamless, frictionless deal flow and pipeline integrity
• Own key tools within the Sales technology stack, managing vendor relationships, budgets, and roadmaps

Operational Collaboration & Tech Optimization

• Serve as the trusted daily operational partner to senior Sales leaders, proactively identifying areas for improvement and executing process enhancements
• Collaborate closely with the Senior Director of Sales Operations and GTM ops leaders (CS, SE, Channel, Renewals) to ensure Sales Ops execution aligns seamlessly with the broader revenue ecosystem
• Maximize the efficiency and roadmap of the core sales technology stack (Salesforce, Clari, Outreach, etc.) to optimize the sales cadence
• Partner with Business Systems to design, test, and deploy scalable tech solutions

Team Leadership

• Directly manage, mentor, and develop a team of Sales Operations professionals (initially 2 direct reports)
• Establish team operating cadences, manage workload capacity, and instill a culture of high ownership, precision, and operational excellence
• Coach your team on advanced problem-solving, data integrity, and stakeholder communication, acting as a force multiplier for their career growth

Requirements

• 6+ years of experience in Sales Operations, ideally within a high-growth SaaS or software company
• 2+ years of people management or team leadership experience, with a demonstrated track record of coaching and developing team members
• Hands-on experience of core Sales Ops planning, specifically territory routing, Enterprise Territory Management (ETM), segmentation modeling, and quota allocation
• Proven project management skills, with experience owning complex operational initiatives across their entire lifecycle (from business requirements to post-launch optimization)
• Technical expertise with core sales technology infrastructure, including Salesforce, Clari, Outreach, and LinkedIn Sales Navigator
• Strong analytical and financial acumen required to manage vendor budgets, software roadmaps, and data modeling tasks
• Exceptional communication and stakeholder management skills, with the confidence to advise senior sales leadership and collaborate with cross-functional GTM operations peers
• Highly organized with an eye for data integrity, process precision, and documentation

We Offer

• Competitive salary: $128.1K – $200K + equity
• 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 – Because representing the whale never gets old.

About the Company

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.

At Docker, we simplify the lives of developers making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers worldwide, Docker Desktop and Docker Hub provide unmatched simplicity, agility, and choice. Docker is a fast-growing startup that offers a dynamic work environment with opportunities to grow your career.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.