Principal Sales Engineer, US Public Sector

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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

• Lead technical discovery with federal program offices, platform and DevSecOps teams, security organizations, and AI/ML groups • Shape technical requirements and agency evaluation criteria early in acquisition cycles • Design, position, and execute PoCs and PoVs covering policy enforcement, artifact integrity, SBOMs, hardened images, AI governance, and secure build pipelines • Define success criteria, evaluation frameworks, and executive-ready value summaries • Influence decisions through demos, workshops, architecture reviews, technical exchange meetings, and executive briefings • Translate AI security and governance capabilities into mission outcomes for federal leadership • Advise agencies on responsible AI, secure AI model and agent lifecycle management, software supply chain integrity, container security, and DevSecOps • Represent Docker in the federal community through industry days, conferences, webinars, reference architectures, and whitepapers • Serve as subject matter expert on Docker products within federal security and accreditation frameworks • Explain Docker Hardened Images compliance artifacts and their implications for authorization packages • Support RFIs, RFPs, security questionnaires, and technical evaluation criteria • Advise on on-premises, air-gapped, and government cloud deployment patterns • Build and expand technical champion relationships across agencies and integrators • Advocate for federal customer needs with Product and Engineering • Coordinate with Post Sales and Support across the customer lifecycle • Develop reusable technical assets for agencies and the Solutions Engineering team • Support competitive motions, technical win strategies, contract vehicles, and partner-led sales • Report to the Director of Solutions Engineering • Travel to agency sites, industry days, and partner events up to 25%

🎯 Requirements

• 8+ years in technical pre-sales as a Sales Engineer, Solutions Engineer, or Solutions Architect • Experience selling infrastructure software, developer tools, or security products into complex enterprise or government accounts • 3+ years selling into US Federal, covering DoW, Federal Civilian, or both • Demonstrable record of technical wins inside federal acquisition cycles • Working knowledge of FedRAMP, NIST 800-53, DISA STIGs, DoW Impact Levels, and the ATO process • Strong experience running competitive PoCs and PoVs with defined success and exit criteria • Understanding of containers, Kubernetes, CI/CD, Linux, modern application architectures, and major cloud platforms including government regions • Ability to engage with senior government stakeholders and product engineers • Excellent communication, influence, stakeholder management, and public speaking skills • US citizenship • Willingness to travel up to 25% • Active US security clearance preferred; TS/SCI preferred • Experience with Docker or adjacent container and supply chain security ecosystems preferred • Experience with software supply chain security, SBOM tooling, artifact signing and attestation, or hardened image programs preferred • Experience with AI governance, secure AI or agentic development workflows, or MLOps in a regulated setting preferred • Experience selling through or alongside federal system integrators, resellers, and contract vehicles preferred • Prior military, civil service, or government contractor experience preferred • Experience supporting air-gapped or classified deployments preferred • Washington DC metro area location preferred • Docker does not offer visa sponsorship

🏖️ Benefits

• Equity for all full-time employees • Generous PTO • Designated quarterly Whaleness Days • Designated end-of-year Whaleness break • Home office support • Technology stipend equivalent to US$100 net per month • Annual learning and development stipend for conferences, courses, certifications, and continued learning • 16 weeks of paid parental leave after six months of employment • Medical benefits • Retirement benefits • Paid holidays • Equipment setup during onboarding • Swag package • Collaborative training program with an onboarding peer • Flexible schedule • Remote-first work from home