Senior Sales Engineer, Docker
Strategic Accounts, US West Coast
$195.2-244k
Offers Equity & OTE
More information about location
App development platform
Be an early applicant
App development platform
501-1000 employees
Be an early applicant
$195.2-244k
Offers Equity & OTE
More information about location
501-1000 employees
Company mission
To increase the time developers spend on innovation, and decrease the time they spend on everything else.
Role
Who you are
- We are seeking a highly consultative, commercially minded Senior Sales Engineer to support our most strategic accounts
- Proven 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 the job involves
- 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 through
- Technical Selling and Deal Shaping,
- Technical Champion Ownership and Thought Leadership,
- Customer and Internal Advocacy and
- Competitive and Strategic Selling
- This role reports to the Director of Solutions Engineering and operates 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
- Software supply chain risk posture
- Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.)
- 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:
- Policy enforcement
- Image and artifact integrity
- SBOM visibility
- AI workload 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
- 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
- Policy-as-code enforcement
- Identity and access governance for AI workloads
- 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 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 through award-winning sales tools such as: Salesforce, Opine, Sigma, and Docker
- 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 in our customer’s business needs fully
- You will continue efforts to improve messaging, processes, and activities
- 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 recent 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 is cited to fund hiring new talent, ramping up its business, and continuing to develop and refine its product. It's also embarked on a series of acquisitions to bolster its business, with speculation mounting about its possible sale in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 11 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $498m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- “Whaleness” Days — At least 1 company wide day off per month
- Employer Paid Holidays
- Generous Maternity and Parental Leave
- 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
- Virtual Coffee with Co-Workers
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Previously Executive Vice President of Infrastructure at Oracle, was a Principal Engineer at Amazon and a Lead Software Engineer at RealNetworks.
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