About the Position

Staff Sales Engineer, Strategic Accounts (EMEA)

About Docker

Docker 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.

We 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.

Responsibilities

Technical Selling and Deal Shaping
- Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams.
- Design, position, and execute structured PoCs/PoVs focused on sandbox, network, and MCP tool policy enforcement.
- Define clear success criteria, evaluation frameworks, and executive-ready value summaries.
- Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings.
AI Governance and Security Thought Leadership
- Establish credibility as a trusted advisor on responsible AI development practices, secure AI model lifecycle management, and software supply chain integrity.
- Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, and MCP tool governance.
- Act as a subject matter expert on secure software supply chain and AI security trends.
Technical Champion Ownership and Thought Leadership
- Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
- Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities.
Customer and Internal Advocacy
- Advocate for customer needs with Product and Engineering, providing clear, actionable feedback.
- Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle.
- Develop reusable technical assets to scale impact across accounts.
Competitive and Strategic Selling
- Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria.
- Partner with Sales to develop technical win strategies for strategic and competitive accounts.

Requirements

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.
Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures.
Experience with Docker, container ecosystems, or adjacent technologies 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 to Expect

First 30 Days

Welcomed with a first-in-class onboarding experience.
Learn how to navigate award-winning sales tools such as Salesforce, Opine, Sigma, and Docker.
Engage with senior stakeholders and manage relationships with clients.
Work closely with peers and partner with SEs to develop strategies to advocate for our customers.

First 60 Days

Support the sales teams during your second month.
Gain in-depth knowledge of Docker's products and their impact on our customers.
Develop an advanced understanding of tools, activities, and best practices.

First 90 Days

Immerse yourself fully in our customers' business needs.
Continue efforts to improve messaging, processes, and activities.
Educate clients about our product roadmap and undertake product training for users.
Operate independently at full speed.

We Offer

Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
Home office support – Set up your workspace for comfort and success.
Technology stipend – Equivalent to US$100 net per month to help support your work.
Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
Parental leave – 16 weeks of paid parental leave after six months of employment.
Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
Docker swag – Because representing the whale never gets old.

Posting Information

Open vacancy: This posting is for an existing open role.
AI in hiring: Docker may use AI-assisted tools during our recruiting process.
Interview 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.

Docker does not offer visa sponsorship for this role.

Compensation & Equity

EU: €141,400– €202,000 OTE + equity

Docker 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.

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Staff Sales Engineer, Strategic Accounts (EMEA)

Job description