Staff Sales Engineer, Strategic Accounts – EMEA

This is a fully remote position, open to applicants in United Kingdom, +5 more countries.

📋 Description

• Lead comprehensive technical investigations across the Platform Engineering, DevOps, Security, and AI/ML teams.

• Formulate technical requirements early in the sales process to align customer objectives with Docker’s offerings in AI governance, container security, and software supply chain integrity.

• Design, position, and implement structured Proofs of Concept (PoCs) and Proofs of Value (PoVs).

• Establish success criteria, evaluation frameworks, and executive-level value summaries.

• Influence decisions through demonstrations, workshops, architecture reviews, and technical briefings for executives.

• Convert AI security and governance capabilities into compelling business value narratives for CISOs, Heads of Platform Engineering, and AI leaders.

• Counsel customers on responsible AI development, secure management of AI model lifecycles, software supply chain integrity, container and artifact security, and DevSecOps practices.

• Steer the implementation of governance controls across AI-enabled Software Development Lifecycle (SDLC) workflows.

• Provide architectural insight into agentic AI environments, runtime isolation, policy-as-code, governance of MCP tools, identity and access governance, audit, logging, and SIEM visibility.

• Establish, nurture, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.

• Influence wider buying groups, shape requirements, and identify cross-sell and expansion opportunities.

• Maintain ongoing engagement beyond the initial sale and support future sales initiatives.

• Advocate for customer needs with the Product and Engineering teams.

• Collaborate with Post Sales and Support throughout the customer lifecycle.

• Create reusable technical assets such as workshops, demos, reference architectures, and enablement materials.

• Support competitive sales efforts and devise technical win strategies for strategic and competitive accounts.

• Report to the Solutions Engineering leadership team.

⛳️ Requirements

• Proven experience as a Sales Engineer, Solutions Engineer, or Solutions Architect in complex enterprise sales environments.

• Extensive experience conducting competitive PoCs and PoVs with well-defined success and exit criteria.

• Ability to engage credibly with senior technical and business stakeholders, including security and platform leadership.

• Strong understanding of AWS, Azure, GCP, containers, DevOps, and modern application architectures.

• Experience with Docker, container ecosystems, or related technologies is highly preferred.

• Background in development, agentic AI development, software development lifecycle, and/or software supply chain is strongly preferred.

• Familiarity with AI governance, secure software supply chains, SLSA, SBOMs, MCP or agentic tooling, and DevSecOps practices is strongly preferred.

• Must be fluent in English.

• Excellent communication, influence, and stakeholder management abilities.

• Willingness to travel to customer locations up to 25% of the time.

• Must be legally authorized to work in the country of application.

• Docker does not provide visa sponsorship for this role.

🏝️ Benefits

• Remote-first by design; work from home with offices in Seattle and Paris for connection and collaboration.

• Flexible working hours.

• Generous paid time off (PTO).

• Designated quarterly Whaleness Days.

• Designated end-of-year Whaleness break.

• Home office support provided.

• Technology stipend equivalent to US$100 net per month.

• Annual learning and development stipend for conferences, courses, certifications, and ongoing education.

• 16 weeks of paid parental leave after six months of employment.

• Equity offered to all full-time employees.

• Comprehensive medical benefits.

• Retirement benefits included.

• Paid holidays, varying by country.

• Docker merchandise available.

• Equipment setup and onboarding assistance.

• Collaborative onboarding training program featuring an onboarding peer.