Staff Sales Engineer, Docker
Strategic Accounts, EMEA
€141.4-202k
OTE
Plus Equity
More information about location
App development platform
Be an early applicant
App development platform
1001+ employees
Be an early applicant
€141.4-202k
OTE
Plus Equity
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- We know strong candidates come from a range of paths, and that confidence gaps keep some excellent candidates from applying to roles like this. If you meet most of what's below and are excited about the rest, please apply
- Experience as a Sales Engineer, Solutions Engineer, or Solutions 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, including security and platform leadership
- 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 development, software development lifecycle, and/or software supply chain experience strongly preferred
- Familiarity with AI governance, secure software supply chain (SLSA, SBOMs), MCP or agentic tooling, and DevSecOps practices strongly preferred
- Must be fluent in English
- Excellent communication, influence, and stakeholder management skills
- Willingness to travel to customer sites up to 25%
What the job involves
- 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
- 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
- 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
- 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
- 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 architectures, enablement content) to scale impact across accounts
- Actively 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
- First 30 days
- You will be welcomed with a first-in-class onboarding experience that includes equipment setup, a sweet swag package, and a collaborative training program working with an onboarding peer
- You will learn how to navigate award-winning sales tools such as Salesforce, Opine, Sigma, and Docker
- You will actively engage with senior stakeholders and manage relationships with clients
- You will work closely with your peers and partner with SEs to develop strategies to advocate for our customers
- At the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role
- First 60 days
- You will be laser-focused on supporting the sales teams during your second month
- You will have connected with all of your team members
- You will gain in-depth knowledge of Docker's products and how they impact our customers
- You will have an advanced understanding of tools, activities, and best practices to be successful in your role
- First 90 days
- In month three, you will be confident in your craft and ready to immerse yourself fully in our customers' business needs
- You will continue efforts to improve messaging, processes, and activities
- You will educate our clients about our product roadmap and undertake product training for users
- You will be ready to operate independently at full speed
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which has been used to hire new talent, ramping up its business, and continuing to develop and refine its product. On top of this bounce back to success, it's also embarked on a series of acquisitions to bolster its business.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $526m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- Employer Paid Holidays
- Generous Parental Leave (after 6 months of employment)
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Prior to joining Docker in 2025, Don spent nearly 9 years at Oracle in various Engineering/VP roles. Before that, they spent over 7 years at Amazon as a Software Development Engineer and Principal Engineer.
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