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

Overview

Job Description

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.)
• - Shape 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.
• - Design, position, and execute structured PoCs/PoVs focused on: Policy enforcement, Image and artifact integrity, SBOM visibility, AI workload governance controls, Secure build pipelines.
• - Define clear success criteria, evaluation frameworks, and executive-ready value summaries.
• - Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings.
• - Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders.
• - 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.
• - Guide customers in implementing governance controls across AI-enabled SDLC workflows.
• - Provide architectural guidance for: Agentic AI development environments, Policy-as-code enforcement, Identity and access governance for AI workloads.
• - Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
• - Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience.
• - Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle.

Required Skills

• - 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%.

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
• - Technology stipend equivalent to €100 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
• - Medical benefits, retirement and holidays vary by country
• - Remote-first culture, with offices in Seattle and Paris