Director, Sales Enablement

Responsibilities

• Content Ownership & the Product-to-Field Loop
• Own the full bidirectional content loop: convert product strategy, PMM output, and competitive intelligence into field-ready playbooks and stage-mapped sales content, and close the loop back to PMM with structured field feedback on what landed and what didn't.
• Report on enablement quality: did the messaging resonate with the audience? Capture field feedback, anecdotally and through data, and surface it systematically back to PMM.
• Maintain centralized, versioned content repositories with clear ownership, refresh cadences, and expiration standards.
• Keep pace with Docker's rapidly evolving product strategy and AI governance motion: the field needs content that reflects where the business is today, while also being forward-thinking.
• Build and own a content and certification framework for the channel ecosystem, ensuring partners have the product fluency, messaging alignment, and sales readiness to represent Docker effectively in the field.
• -Partner closely with PMM to prioritize and sequence content development, ensuring enablement is running a deliberate roadmap aligned to business priorities, not reacting to an ad hoc request queue.
• Field Intelligence & Data-Informed Priorities
• Act as the conduit between what the field is experiencing in the trenches and what the data shows about performance, patterns, and gaps.
• Synthesize qualitative field feedback (what reps are hearing, what's stalling deals, what messaging isn't sticking) with quantitative signals (ramp, conversion, attainment) to set enablement priorities.
• Bring that synthesis to PMM, product leadership, and sales leadership in a form that drives decisions, not just informs them.
• Common Language & Inspection Frameworks
• Define and own the common language used for pipeline inspection, deal qualification, and forecast methodology across the global sales organization.
• Ensure MEDDPICC and Command of the Message are embedded into how reps think and how managers inspect, not just how they are trained.
• Build enablement infrastructure that connects sales stage definitions to the field's working vocabulary.
• Manager Enablement & Coaching Consistency
• Design and deploy structured programs to build consistency in how front-line managers inspect pipeline, coach reps, and develop talent
• Make manager enablement a first-class investment, not an afterthought left to individual discretion
• Partner with sales leadership to establish shared coaching standards and cadences across regions
• Onboarding & Ramp
• Own ramp time and time-to-productivity as primary success metrics vs. basing success on training completion rates. Evaluate and determine the most effective delivery model and content architecture, whether live sessions, self-serve resources, or a blended approach. assess what exists today in tools like MindTickle and The Current for impact and currency, and build a system where the right content reaches the right person at the right moment in their development.
• Deliver world-class onboarding for every function. Build a holistic new hire experience that doesn't end at onboarding. Connect initial training to Command

Benefits

Additional Information

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. The Director, Sales Enablement is a strategic and operational leader responsible for owning, scaling, and elevating a world-class enablement function that equips Docker's global sales organization, AEs, BDRs, SEs, managers, channel ecosystem, and specialists, with the skills, playbooks, and product fluency to win in a rapidly expanding and increasingly complex market. You will own the system that moves insight from the field into product and marketing decisions, and converts product strategy into field execution. You will own ramp time, productivity, and the quality signal that tells PMM whether their messaging actually landed with the audience. You will act as the conduit between what the field is experiencing in the trenches and what the data shows, and you will use that synthesis to set priorities, not just report themes. We are entering a hyper-scale moment. We need someone who has scaled enablement before, moves fast, and can operate at the intersection of product, marketing, and field without losing the thread of any of them based on a data-backed and informed approach.

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