Principal Account Specialist, AI Governance

This is a fully remote position, open to applicants in Australia.

📋 Description

• Domain Expertise & Advocacy: Become the primary expert on the Docker AI Governance platform, isolated agent execution (Sandboxes), governed tool access (MCP Gateway), centralized policy, audit, and access control. Advocate its potential by sharing customer success stories that demonstrate business value, risk mitigation, and regulatory preparedness.

• Territory & Account Planning: Develop and implement a proactive territory plan to identify and pursue high-potential AI governance opportunities throughout APAC, especially in regulated sectors (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in collaboration with the Core AE team.

• Pipeline Generation: Create new leads by actively prospecting into accounts exhibiting AI adoption signs (coding agents, agent frameworks, LLM platform initiatives) and assist the Core AE team in effectively qualifying incoming opportunities for AI Governance.

• Sales Execution: Surpass annual sales goals by managing the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to finalizing complex, multi-stakeholder deals.

• Team Collaboration & Enablement: Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to successfully identify and progress AI governance opportunities through both formal and informal enablement, including competitive positioning in a rapidly changing market.

• Deal Management: Strategize, negotiate, and finalize deals to foster mutual success for both the customer and Docker.

⛳️ Requirements

• Proven Achiever: A solid record of consistently exceeding sales targets in a complex enterprise software environment, showcasing the determination and discipline to manage intricate deal cycles.

• AI / Security Domain Passion: Over 3 years of experience in selling security, DevOps, cloud infrastructure, or AI/ML platform solutions. A deep understanding of the challenges faced by CISOs and platform engineering leaders as organizations integrate AI agents and LLM-powered workflows.

• Strategic & Curious: Outstanding skills in uncovering hidden customer pain points, especially concerning AI risk, unregulated agent activities, and regulatory exposure (Australia's AI Ethics Framework, Singapore's Model AI Governance Framework, Japan's AI governance guidelines, and emerging APAC-specific compliance requirements), with a value-oriented approach that encourages asking "why" to build a compelling business case.

• Collaborative Partner: Proven ability to excel in an overlay or co-sell model, collaborating effectively with various internal stakeholders to achieve optimal customer outcomes.

• Trusted Advisor: A dedication to guiding customers with integrity, capable of establishing C-level relationships based on trust, credibility, and expertise, particularly within security and AI/ML purchasing centers.

• Excellent Presenter & Negotiator: An inherent ability to command attention in a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures.

• APAC Market Awareness: Knowledge of the business environment, procurement practices, and technology adoption trends across key APAC markets (Australia, Japan, Singapore, India, South Korea). Experience in multiple markets or languages is a significant advantage.

• Above and beyond: Formal training in Command of the Message and MEDDPICC.

🏝️ 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 (after 6 months of employment)

• Technology stipend equivalent to $100 USD 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