Staff Sales Engineer, Strategic Accounts (EMEA)

ABOUT DOCKER

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.

We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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We're looking for a Staff Sales Engineer who's energized by solving hard, emerging problems at the intersection of AI, security, and software delivery. 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
• AI Governance and Security Thought leadership
• Technical Champion Ownership and Thought Leadership
• Customer and Internal Advocacy
• Competitive and Strategic Selling

This role suits people who like translating deep technical complexity into business clarity, who are comfortable being one of the first to help define a category, and who bring varied backgrounds and ways of thinking to how we solve customer problems.

As a Staff Sales Engineer, you will be reporting to the Solutions Engineering leadership team and operate at the intersection of technical depth, business acumen, and competitive selling discipline.

RESPONSIBILITIES

Technical Selling and Deal Shaping

Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:

• AI governance requirements for agentic development (shadow AI, ungoverned MCP tools, agents holding real developer credentials)
• Software supply chain risk posture
• Regulatory and compliance drivers (e.g., EU AI Act, NIST AI Risk Management Framework)
• 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:

• Sandbox, network, and MCP tool policy enforcement
• Image and artifact integrity (Docker Hardened Images, SLSA Build Level 3 provenance, verifiable SBOMs)
• Software supply chain visibility
• Agent and MCP tool 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 (SLSA provenance, SBOMs, verified base images)
• 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 and runtime isolation (sandboxing)
• Policy-as-code enforcement across agents, tools, and machines
• MCP tool governance and allow-listing
• Identity and access governance for AI workloads (IdP-based role and policy assignment)
• Audit, logging, and SIEM visibility for agent activity

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 the 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 …