h3About Docker /h3 pDocker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. /p h3About Docker /h3 pDocker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. /p pWe are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. /p h3We're Looking For a Staff Sales Engineer Who's Energized By Solving Hard, Emerging Problems At The Intersection Of AI, Security, And Software Delivery /h3 pYou 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 /p ul liTechnical Selling and Deal Shaping /li liAI Governance and Security Thought leadership /li liTechnical Champion Ownership and Thought Leadership /li liCustomer and Internal Advocacy /li liCompetitive and Strategic Selling /li /ul pThis 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. /p pAs 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. /p h3Responsibilities /h3 h3Technical Selling and Deal Shaping /h3 pLead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand: /p ul liAI governance requirements for agentic development (shadow AI, ungoverned MCP tools, agents holding real developer credentials) /li liSoftware supply chain risk posture /li liRegulatory and compliance drivers (e.g., EU AI Act, NIST AI Risk Management Framework) /li liSecure development lifecycle requirements /li /ul pShape 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. /p h3Design, Position, And Execute Structured PoCs/PoVs Focused On /h3 ul liSandbox, network, and MCP tool policy enforcement /li liImage and artifact integrity (Docker Hardened Images, SLSA Build Level 3 provenance, verifiable SBOMs) /li liSoftware supply chain visibility /li liAgent and MCP tool governance controls /li liSecure build pipelines /li /ul pDefine clear success criteria, evaluation frameworks, and executive-ready value summaries. /p pInfluence decision-making through demos, workshops, architecture reviews, and technical executive briefings. /p pTranslate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering,



and AI leaders. /p h3AI Governance and Security Thought Leadership /h3 h3Establish Credibility As a Trusted Advisor On /h3 ul liResponsible AI development practices /li liSecure AI model lifecycle management /li liSoftware supply chain integrity (SLSA provenance, SBOMs, verified base images) /li liContainer and artifact security /li liDevSecOps best practices /li /ul pGuide customers in implementing governance controls across AI-enabled SDLC workflows. /p h3Provide Architectural Guidance For /h3 ul liAgentic AI development environments and runtime isolation (sandboxing) /li liPolicy-as-code enforcement across agents, tools, and machines /li liMCP tool governance and allow-listing /li liIdentity and access governance for AI workloads (IdP-based role and policy assignment) /li liAudit, logging, and SIEM visibility for agent activity /li /ul pAct as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements. /p h3Technical Champion Ownership and Thought Leadership /h3 ul liBuild, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams. /li liEstablish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices. /li liLeverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities. /li liMaintain engagement beyond the initial sale, ensuring outcomes are realized and leveraging insights to support future sales motions. /li /ul h3Customer and Internal Advocacy /h3 ul liAdvocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience. /li liCoordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle. /li liDevelop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts. /li /ul h3Competitive and Strategic Selling /h3 ul liActively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle. /li liPartner with Sales to develop technical win strategies for strategic and competitive accounts. /li /ul h3Qualifications /h3 ul liExperience as a Sales Engineer, Solutions Engineer, or Solutions Architect in complex enterprise sales. /li liStrong experience running competitive PoCs/PoVs with clearly defined success and exit criteria. /li liAbility to engage credibly with senior technical and business stakeholders, including security and platform leadership. /li liSolid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures. /li liExperience with Docker, container ecosystems, or adjacent technologies strongly preferred. /li liDevelopment, agentic AI development, software development lifecycle, and/or software supply chain experience strongly preferred. /li liFamiliarity with AI governance, secure software supply chain (SLSA, SBOMs), MCP or agentic tooling, and DevSecOps practices strongly preferred.



/li liMust be fluent in English. /li liExcellent communication, influence, and stakeholder management skills. /li liWillingness to travel to customer sites up to 25%. /li /ul h3What to Expect /h3 h3First 30 days /h3 ul liYou 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. /li liYou will learn how to navigate award-winning sales tools such as Salesforce, Opine, Sigma, and Docker. /li liYou will actively engage with senior stakeholders and manage relationships with clients. /li liYou will work closely with your peers and partner with SEs to develop strategies to advocate for our customers. /li liAt the end of your first month, you will have a proficient grasp of the tools and activities necessary to be successful in your role. /li /ul h3First 60 days /h3 ul liYou will be laser-focused on supporting the sales teams during your second month. /li liYou will have connected with all of your team members. /li liYou will gain in-depth knowledge of Docker's products and how they impact our customers. /li liYou will have an advanced understanding of tools, activities, and best practices to be successful in your role. /li /ul h3First 90 days /h3 ul liIn month three, you will be confident in your craft and ready to immerse yourself fully in our customers' business needs. /li liYou will continue efforts to improve messaging, processes, and activities. /li liYou will educate our clients about our product roadmap and undertake product training for users. /li liYou will be ready to operate independently at full speed. /li /ul pDocker does not offer visa sponsorship for this role. /p h3Compensation Equity /h3 pbEU: /b €141,400– €202,000 OTE + equity /p h3Posting Information /h3 ul liOpen vacancy: This posting is for an existing open role. /li liAI in hiring: Docker may use AI-assisted tools during our recruiting process. /li liInterview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. /li /ul h3Perks Benefits /h3 ul liRemote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration. /li liFlexibility that fits your life – We trust you to manage your schedule while delivering great work. /li liTime to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break. /li liHome office support – Set up your workspace for comfort and success. /li liTechnology stipend – Equivalent to US$100 net per month to help support your work. /li liLearning development – Annual stipend for conferences, courses, certifications, and continued learning. /li liParental leave – 16 weeks of paid parental leave after six months of employment. /li liEquity for all full-time employees – Share in Docker's long-term success as we continue to grow. /li liComprehensive benefits – Medical, retirement, and paid holidays vary by country. /li liDocker swag – Because representing the whale never gets old. /li /ul pDocker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community. /p #J-18808-Ljbffr

📌 Staff Sales Engineer, Strategic Accounts (EMEA) (Italia)
🏢 Docker
📍 Italia