Who you are

• 8+ years in technical customer-facing roles (e.g., TAM, Solutions Architect, Engineering Manager), including 5+ years of leadership experience
• Experience leading TAM or post-sales technical organizations at scale in developer-first or infrastructure software companies
• Familiarity with Docker, Kubernetes, CI/CD, IaC, cloud-native ecosystems, and developer platforms
• Proven success in cross-functional collaboration and executive customer engagement
• Expertise in managing global teams, scaling operating models, and building inclusive, high-performance cultures
• Experience integrating pre- and post-sales teams into a unified technical organization
• Background in AI/ML infrastructure or agent-based application platforms
• Familiarity with designing TAM programs for PLG, mid-market, and enterprise segments

What the job involves

• As the Director, Technical Account Managers at Docker, you will lead the development, scaling, and success of Docker's Technical Account Management function within the Customer Engineering Group
• This is a strategic leadership position designed for a proven people leader who is passionate about building a world-class TAM organization that helps enterprise customers achieve success across their lifecycle, from onboarding to long-term value realization
• You will define the TAM operating model, coach and mentor a high-performing team, and drive alignment between Docker’s integrated technical engagement efforts and broader company growth objectives
• This role plays a critical part in Docker’s unified Customer Engineering strategy, combining pre- and post-sales technical teams to deliver a seamless, outcomes-driven customer experience
• The Director of TAM will report to the Customer Engineering leader and work closely with peers across the Revenue organization to drive accelerated time-to-value, reduce customer friction, and maximize long-term adoption
• Refine and own the Technical Account Manager (TAM) charter within the Customer Engineering Group, ensuring tight integration with Solution Engineers, Engagement Services, and Sales
• Manage a regional team of Technical Account Managers (TAMs), focusing on guiding their professional development, learning, and achievement of objectives
• Build a repeatable engagement model that aligns with Docker’s segment strategies (Strategic, Mid-Enterprise, Federal) and scales efficiently
• Establish TAM success metrics tied to adoption acceleration, platform growth, and strategic retention
• Ensure TAM engagement models and best practices align with Docker’s product strategy, platform vision, and AI/agent-based development goals
• Partner with Customer Solutions and Engagement Services leaders to deliver a cohesive technical experience across the customer lifecycle
• Standardize operational rhythms including onboarding processes, technical health reviews, executive QBRs, and migration planning
• Champion cross-functional collaboration to streamline account transitions between sales, onboarding, and long-term accounts
• Act as an executive escalation point and strategic advisor for top-tier accounts
• Synthesize insights from TAM engagements into actionable input for product and engineering
• Promote the creation and reuse of technical enablement content and reference architectures to empower scale
• Hire and onboard high-caliber TAMs aligned to Docker’s values and technical excellence
• Invest in team development through enablement, career growth pathways, and performance feedback
• First 30 days
• Build relationships through 1:1s with direct reports and cross-functional stakeholders (Sales, Product, Marketing, and Engineering)
• Deeply understand the current state of TAM operations: engagement models, workflows, MBOs, and customer outcomes
• Shadow key customer calls or QBRs to get a sense of engagement quality and customer priorities
• Familiarize yourself with internal tooling and reporting systems (e.g., Lattice, Salesforce, Looker, Sigma)
• Begin forming a point of view on strengths, gaps, and opportunities in the current TAM model
• First 90 days
• Co-develop updated TAM engagement models with input from team and cross-functional leaders
• Define and communicate short-term team goals using Lattice, supporting long-term strategic outcomes
• Review and refine success metrics; implement reporting cadence to monitor performance and identify gaps
• Participate in strategic customer EBRs and begin developing relationships with key technical champions and economic buyers
• Draft and socialize a 6-12 month TAM strategy aligned with company objectives
• Identify and execute early process improvements or enablement efforts to build credibility and momentum
• One Year Outlook
• Own and execute Docker’s TAM strategy, with measurable impact on revenue retention, platform adoption, and customer health
• Strengthen TAM’s role as a strategic growth lever by embedding the team in customer lifecycle planning and product feedback loops
• Develop scalable frameworks for onboarding, customer engagement, and success measurement
• Improve TAM influence in accounts by increasing executive engagement and deepening technical relationships
• Deliver measurable improvements in team engagement, retention, and performance through tailored development plans and succession planning

Benefits

• 100% company paid medical premiums for employees and dependents
• Flexible Time Off Policy
• “Whaleness” Days — At least 1 company wide day off per month
• Employer Paid Holidays
• Generous Maternity and Parental Leave
• Home Office Set Up Budget
• Monthly Technology Stipend
• Training Allowances
• Life and Disability Insurance
• Retirement Plans
• Virtual and In-Person Social Events
• Docker Swag
• Quarterly Hackathons
• Virtual Coffee with Co-Workers