Principal Account Specialist, AI Governance

Job not on LinkedIn

🔥 0 minutes ago

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

Docker, Inc

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

☁️ SaaS

💰 $105M Series C on 2022-03

Consulting • SaaS

Docker, Inc is a company that simplifies the lives of developers by tackling the complexity of app development. They offer tools that allow developers to bring their ideas to life through containerization and orchestration, making the development process easier and more efficient. Docker's products, including Docker Desktop and Docker Hub, are widely adopted by millions of developers worldwide, enhancing workflows and providing an integrated development pipeline.

📋 Description

• Domain Expertise & Advocacy: Become the go-to expert on the Docker AI Governance platform, isolated agent execution (Sandboxes), governed tool access (MCP Gateway), centralized policy, audit, and access control, and champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness. • Territory & Account Planning: Create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC, particularly in regulated industries (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in partnership with the Core AE team. • Pipeline Generation: Generate new leads through proactive prospecting into accounts showing AI adoption signals (coding agents, agent frameworks, LLM platform initiatives) and enable the Core AE team to effectively qualify inbound opportunities for AI Governance. • Sales Execution: Exceed annual sales targets by quarterbacking the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals. • Team Collaboration & Enablement: Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market. • Deal Management: Strategize, negotiate, and close deals to drive mutual success for the customer and Docker.

🎯 Requirements

• Proven Achiever: A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles. • AI / Security Domain Passion: 3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions. You have a strong understanding of the challenges facing CISOs and platform engineering leaders as organizations adopt AI agents and LLM-powered workflows. • Strategic & Curious: Exceptional skills in uncovering latent customer pain, particularly around AI risk, ungoverned agent activity, and regulatory exposure (Australia's AI Ethics Framework, Singapore's Model AI Governance Framework, Japan's AI governance guidelines, and emerging APAC-specific compliance requirements), with a value-oriented penchant for asking "why" to build a powerful business case. • Collaborative Partner: Proven ability to thrive in an overlay or co-sell model, working effectively with various internal stakeholders to achieve the best outcome for the customer. • Trusted Advisor: A commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise, especially with security and AI/ML buying centers. • Excellent Presenter & Negotiator: A natural ability to command a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures. • APAC Market Awareness: Familiarity with the business landscape, procurement norms, and technology adoption patterns across key APAC markets (Australia, Japan, Singapore, India, South Korea). Multi-market or multi-language experience is a strong plus. • Above and beyond: Formal training in Command of the Message and MEDDPICC.

🏖️ Benefits

• Freedom & flexibility; fit your work around your life • Designated quarterly Whaleness Days plus end of year Whaleness break • Home office setup; we want you comfortable while you work • 16 weeks of paid Parental leave (after 6 months of employment) • Technology stipend equivalent to $100 USD net/month • PTO plan that encourages you to take time to do the things you enjoy • Training stipend for conferences, courses and classes • Equity; we are a growing start-up and want all employees to have a share in the success of the company • Docker Swag • Medical benefits, retirement and holidays vary by country • Remote-first culture, with offices in Seattle and Paris