Senior Sales Engineer, Strategic (EMEA - French + English)

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.

Full professional fluency in French and English is mandatory.

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 through:

• Technical Selling and Deal Shaping
• Technical Champion Ownership and Thought Leadership
• Customer and Internal Advocacy
• 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.

Responsibilities

• 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

• Policy enforcement
• Image and artifact integrity
• SBOM visibility
• AI workload governance controls
• Secure build pipelines

AI Governance and Security Thought Leadership

• 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

• Agentic AI development environments
• Policy-as-code enforcement
• Identity and access governance for AI workloads

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 criteria throughout the sales cycle.
• Partner with Sales to develop technical win strategies for strategic and competitive accounts.

Qualifications

• Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales.
• Full professional fluency in French and English is mandatory.
• 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.
• Excellent communication, influence, and stakeholder management skills.
• Willingness to travel to customer sites up to 25%.

What to Expect

• 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.

Docker does not offer visa sponsorship for this role.

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.