Director, Business Development

Docker, Inc

Director or Senior Director of Business Development at Docker, overseeing global BDR team performance and pipeline generation. Leading strategies and initiatives across sales, marketing, and revenue operations while working remotely.

Posted 7/10/2026full-timeRemote • 🇺🇸 United StatesLead💰 CA$334,600 - CA$478,000 per yearWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & 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 (after 6 months of employment)
Technology stipend equivalent to $100 USD 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

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Hard Skills & Tools

Sales Pipeline ManagementQuota AttainmentBDR Function ScalingPerformance Metrics TrackingTalent Development

Soft Skills

Excellent CommunicationCoaching and MentoringCollaboration