Senior Sales Engineer, Strategic Accounts (US West Coast)

Docker

5d•Remote

About The Position

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 and 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.

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%.

Responsibilities

Technical Selling and Deal Shaping
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 (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.
AI Governance and Security Thought Leadership
Establish credibility as a trusted advisor on:
Responsible AI development practices
Secure AI model lifecycle management
Software supply chain integrity
Container and artifact security
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
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.
Technical Champion Ownership and Thought Leadership:
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.
Customer and Internal Advocacy:
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.
Competitive and Strategic Selling:
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