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!
Full professional fluency in French and English is mandatory.
Overview
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.
Responsibilities
* Technical Selling and Deal Shaping
o 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
o 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
o Design, position, and execute structured PoCs/PoVs focused on: Policy enforcement; Image and artifact integrity; SBOM visibility; AI workload governance controls; Secure build pipelines
o Define clear success criteria, evaluation frameworks, and executive-ready value summaries
o Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings
o 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
o 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
o Guide customers in implementing governance controls across AI-enabled SDLC workflows
o Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, and identity and access governance for AI workloads
o 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
o Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams
o Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices
o Leverage champion relationships to influence buying groups, shape requirements, and uncover cross-sell and expansion opportunities
o Maintain engagement beyond initial sale ensuring outcomes are realized and using insights to support future sales motions
* Customer and Internal Advocacy
o Advocate for customer needs with Product and Engineering, providing clear, actionable feedback
o Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle
o Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts
* Competitive and Strategic Selling
o Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle
o Partner with Sales to develop technical win strategies for strategic and competitive accounts
Qualifications
* Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales
* Full professional fluency in French and English is mandatory
* 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
* Excellent communication, influence, and stakeholder management skills
* Willingness to travel to customer sites up to 25%
What to Expect First 30 days
* You will be welcomed with onboarding and a collaborative training program
* You will learn to navigate sales tools such as Salesforce and Docker internal tools
* Engage with senior stakeholders and manage client relationships
* Work with peers to develop strategies to advocate for customers
* By month end, you will have a proficient grasp of tools and activities needed to succeed
First 60 days
* Focus on supporting the sales teams and gaining in-depth knowledge of Docker’s products
First 90 days
* Be ready to immerse yourself in customer business needs and improve messaging and processes
* Educate clients about product roadmap and undertake product training
* Be able to operate independently at full speed
Docker does not offer visa sponsorship for this role.
We use Covey as part of our hiring and promotional process for jobs in NYC; some features may qualify as AEDT. Covey is used for job requirements and candidate applications. See Covey Scout for Inbound updates. See independent bias audit report covering Covey usage.
Perks
* Freedom & flexibility; fit work around life
* Quarterly wellness days and year-end break
* Home office setup; comfortable remote work
* 16 weeks of paid parental leave
* Technology stipend
* PTO and time for personal pursuits
* Training stipend for conferences and courses
* Equity participation
* Docker swag
* Medical benefits, retirement, and holidays vary by country
* Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
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