Stellenbeschreibung
About Docker
Docker is a beloved developer tooling brand, trusted by over 20 million monthly users and with more than 20 billion container image pulls. Developers, from solo founders to large enterprises, rely on Docker's suite of products including Docker Desktop, Docker Hub, and Docker Scout to build, share, and run their applications. We are a remote-first, globally distributed team building the future of software development, with Docker at the center of the AI revolution.
Role Overview
We are seeking a highly consultative and commercially minded Senior Sales Engineer to support our most strategic accounts in the EMEA region. This critical technical sales role involves owning pre-sales technical strategy, shaping customer requirements, and influencing outcomes in complex sales cycles. You will act as a trusted technical advisor, partnering closely with Account Executives, Post Sales, and Product teams.
Responsibilities
Technical Selling and Deal Shaping
- Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand AI governance, software supply chain risk, regulatory compliance (e.g., EU AI Act), and secure development lifecycle requirements.
- Align customer outcomes with Docker's value in AI governance, container security, and software supply chain integrity by shaping technical requirements early in the sales cycle.
- Design, position, and execute structured Proofs of Concept (PoCs)/Proofs of Value (PoVs) focused on policy enforcement, image/artifact integrity, SBOM visibility, AI workload governance, and 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 C-level executives and technical leaders.
AI Governance and Security Thought Leadership
- Establish credibility as a trusted advisor on responsible AI development, secure AI model lifecycle management, software supply chain integrity, container security, and DevSecOps best practices.
- Guide customers in implementing governance controls across AI-enabled Software Development Lifecycle (SDLC) workflows.
- Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, and identity/access governance for AI workloads.
- Serve 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 through technical thought leadership, architectural guidance, and industry best practices.
- Leverage champion relationships to influence broader buying groups, shape requirements, and uncover expansion opportunities.
- Maintain engagement post-sale to ensure outcomes are realized and gather insights for future sales motions.
Customer and Internal Advocacy
- Advocate for customer needs with Product and Engineering teams, providing actionable feedback.
- Coordinate with Post Sales and Support resources for seamless customer lifecycle management.
- Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact.
Competitive and Strategic Selling
- Support competitive sales motions by identifying differentiation and influencing evaluation criteria.
- 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 is strongly preferred.
- Experience in Development, Agentic AI development, SDLC, and/or Software Supply Chain is strongly preferred.
- Excellent communication, influence, and stakeholder management skills.
- Willingness to travel to customer sites up to 25%.
What to Expect
First 30 days
- Comprehensive onboarding, including equipment setup, swag, and collaborative training.
- Familiarization with sales tools such as Salesforce, Opine, Sigma, and Docker.
- Engagement with senior stakeholders and client relationship management.
- Collaboration with peers and SEs to develop customer advocacy strategies.
- Proficient understanding of role-specific tools and activities.
First 60 days
- Focused support for sales teams.
- Establish connections with all team members.
- In-depth knowledge of Docker's products and customer impact.
- Advanced understanding of tools, activities, and best practices.
First 90 days
- Confidence in technical craft and immersion in customer business needs.
- Continuous improvement of messaging, processes, and activities.
- Educating clients on product roadmaps and providing product training.
- Readiness to operate independently at full speed.
Additional Information
- Docker does not offer visa sponsorship for this role.
- Compensation Range: €122.5K - €175K.
Perks
- Freedom and flexibility in work arrangements.
- Designated quarterly Whaleness Days and end-of-year break.
- Home office setup support.
- 16 weeks of paid Parental leave.
- Monthly technology stipend (€100 net).
- Generous Paid Time Off (PTO) plan.
- Training stipend for professional development.
- Company equity in a growing startup.
- Docker Swag.
- Comprehensive medical benefits, retirement plans, and holidays (vary by country).
- Remote-first culture with offices in Seattle and Paris.
Docker is committed to diversity and equal opportunity, fostering an inclusive environment where all backgrounds, perspectives, and skills are represented.