Senior Sales Engineer, Strategic Accounts (US West Coast)

DevSecOps best practicesAt 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 mindedSenior Sales Engineerto 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 throughTechnical Selling and Deal ShapingTechnical Champion Ownership and Thought LeadershipCustomer and Internal AdvocacyCompetitive and Strategic SellingThis 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 ShapingLead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand:AI governance requirementsSoftware supply chain risk postureRegulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)Secure development lifecycle requirementsShape 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 enforcementImage and artifact integritySBOM visibilityAI workload governance controlsSecure build pipelinesDefine 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 LeadershipEstablish credibility as a trusted advisor on:Responsible AI development practicesSecure AI model lifecycle managementSoftware supply chain integrityContainer and artifact securityDevSecOps best practicesGuide customers in implementing governance controls across AI‐enabled SDLC workflows.Provide architectural guidance for:Agentic AI development environmentsPolicy‐as‐code enforcementIdentity and access governance for AI workloadsAct as a subject matter expert on secure software supply chain and AI security trends in customer‐facing engagements.Technical Champion Ownership And Thought LeadershipBuild, 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 AdvocacyAdvocate 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 SellingActively 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.QualificationsProven 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%.What To Expect First 30 daysYou will be welcomed with a first‐in‐class onboarding