Canada•United States
Remote
Senior
Full Time
17 days ago
💰$ 195,200 - $ 244,000
remoteseniorsales engineerstrategic accountsAI governancecontainer securitysoftware supply chaintechnical sales
Requirements
- •Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales
- •Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria
- •Ability to engage credibly with senior technical and business stakeholders
- •Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures
- •Experience with Docker, container ecosystems, or adjacent technologies strongly preferred
- •Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain experience strongly preferred
- •Must be fluent in English
- •Excellent communication, influence, and stakeholder management skills
- •Willingness to travel to customer sites up to 25%
What You'll Do
- •Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand AI governance requirements, software supply chain risk posture, regulatory and compliance drivers, and secure development lifecycle requirements
- •Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value in AI governance, container security, and software supply chain integrity
- •Design, position, and execute structured PoCs/PoVs focused on policy enforcement, image and artifact integrity, SBOM visibility, AI workload governance controls, and secure build pipelines
- •Define clear success criteria, evaluation frameworks, and executive-ready value summaries
- •Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings
- •Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders
- •Establish credibility as a trusted advisor on responsible AI development practices, secure AI model lifecycle management, software supply chain integrity, container and artifact security, and DevSecOps best practices
- •Guide customers in implementing governance controls across AI-enabled SDLC workflows
- •Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, and identity and access governance for AI workloads
- •Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements
- •Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams
- •Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices
- •Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities
- •Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions
- •Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience
- •Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle
- •Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts
- •Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle
- •Partner with Sales to develop technical win strategies for strategic and competitive accounts
Benefits
- •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
About Docker
Docker’s platform helps millions of developers efficiently and collaboratively build, share, and run applications.
Palo Alto, CA
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