Senior Sales Engineer, Strategic Accounts (US West Coast)

At 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 minded Senior Sales Engineer to 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 Shaping,Technical Champion Ownership and Thought Leadership,Customer and Internal Advocacy andCompetitive 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.ResponsibilitiesTechnical 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 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 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 architectures, enablement content) to scale impact across accounts.Competitive and Strategic Selling:Actively support competitive sales motions by identifying differentiation and influencing evaluation criter ... (truncated, view full listing at source)