Senior Sales Engineer, Strategic Accounts; US West Coast

• Dev Sec Ops  best practices

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started.

Come join us for a whale of a ride!

We are seeking a highly consultative, commercially minded Senior Sales Engineer to support our most strategic accounts. This role is a critical technical seller position, owning pre‑sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles.

You will act as a trusted technical advisor and champion owner, partnering closely with Account Executives, Post Sales, and Product teams to drive measurable business and technical value through

• Technical Selling and Deal Shaping
• Technical Champion Ownership and Thought Leadership
• Customer and Internal Advocacy
• Competitive and Strategic Selling

This role reports to the Director of Solutions Engineering and operates at the intersection of technical depth, business acumen, and competitive selling discipline.

• Lead deep technical discovery across Platform Engineering, Dev Ops, Security, and AI/ML teams to understand:
  • AI governance requirements
  • Software supply chain risk posture
  • Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)
  • 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
  • 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
  • Dev Sec Ops  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
  • 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, Dev Ops, 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.

• Prov…