Docker, Inc

Solutions Engineer

• Develop and codify repeatable reference architecture patterns for self-hosted and air-gapped deployments, MCP/AI agent environments, IDP integrations, and secure supply chain workflows
• Translate reference architectures into customer-facing technical collateral, SOW templates, and success patterns
• Collaborate with product, marketing, and revenue teams to integrate services into go-to-market motions and align delivery with Docker's AI platform roadmap
• Identify offerings that drive product expansion, renewals, and long-term customer value
• Support Partnerships & Alliances in selecting, onboarding, and enabling technical integration partners, system integrators, and service delivery partners
• Advise enterprise customers on containerization, AI workflows, and secure software supply chains
• Lead technical discovery and architecture engagements across enterprise integration layers
• Architect and deliver self-hosted Docker deployments in air-gapped, regulated, and complex enterprise environments
• Design and guide implementation of agentic AI toolchains, including MCP architecture, orchestration, observability integration, and secure deployment patterns
• Position Docker as a strategic thought leadership partner
• Deliver or oversee partner delivery of service engagements and ensure technical objectives are met
• Drive cross-functional alignment and decision-making across stakeholders
• Translate field insights into product, services, roadmap, and partner capabilities
• Scope, define SOWs, deliver, and oversee customer service engagements
• Provide field feedback to institutionalize continuous improvement

Principal Solutions Architect, Professional Services – West Coast Preferred

Sales

• Drive partner-led growth across Docker’s Mid-Enterprise business
• Generate pipeline for Docker’s AI Governance solution
• Develop scalable sales plays and activate joint campaigns with priority channel partners
• Advance partner-sourced and partner-influenced opportunities from identification through close
• Own a partner revenue target focused on pipeline and ARR
• Develop and execute a Mid-Enterprise partner plan aligned with Docker’s go-to-market strategy and revenue goals
• Prioritize partners, markets, and use cases with the greatest potential to generate pipeline at scale
• Build relationships with resellers, solution providers, and distributors
• Establish operating cadences for joint planning, pipeline, forecasting, enablement, and performance
• Lead account mapping and prioritization with partners and Docker sales teams
• Activate joint campaigns, events, workshops, and outbound programs
• Build playbooks, messaging, training, and engagement workflows
• Measure and refine programs based on adoption, conversion, pipeline contribution, and revenue
• Connect partners with Docker sellers and drive joint opportunities through qualification, progression, and close
• Maintain pipeline and forecast reviews with partners and sales leadership
• Identify risks, remove blockers, and improve conversion and deal velocity
• Enable partners to position Docker as trusted infrastructure for secure and governed AI-assisted software development
• Translate Docker’s AI governance strategy into customer use cases and partner conversations
• Develop sales plays, workshops, and enablement assets with Product Marketing and technical teams
• Collaborate with Sales, Marketing, Solutions Engineering, Customer Success, and Revenue Operations
• Align sellers and partners around target accounts, opportunities, and rules of engagement
• Increase field adoption of partner programs
• Bring partner and market feedback into go-to-market planning
• Complete onboarding, establish partner cadence, launch joint initiatives, and track early pipeline performance during the first 90 days
• Build strategic reseller relationships and drive partner-sourced pipeline, net new ARR, renewals, regional coverage, and market penetration

Partner Sales Manager, Mid-Enterprise

Security Engineer

• Drive offensive security at Docker through realistic adversarial testing of products, platforms, and cloud infrastructure
• Partner with engineering, product, and leadership to turn findings into durable fixes and embed security into Docker products
• Apply penetration testing, threat modeling, and exploit development across Docker products and infrastructure
• Implement proactive security solutions across AWS, GCP, Azure, containerized environments, and AI/ML products
• Contribute to security initiatives aligned with business goals
• Implement automated security design reviews and vulnerability management programs
• Serve as a software security and architecture resource for engineering teams
• Design and implement security architecture and controls across Docker products and platforms
• Plan, scope, and execute penetration tests and red-team/adversary-emulation engagements
• Develop proof-of-concept exploits and risk-rated findings with remediation guidance; retest fixes
• Build and maintain offensive security tooling and automation
• Perform security reviews and threat modeling of designs, architectures, and code, including emerging AI products
• Write automated security tests and exploits
• Participate in rotating on-call duties, investigate threats, respond to security events, and coordinate remediation
• Educate and collaborate with engineering and product teams
• Participate in security incident response
• Support audits and compliance with SOC 2 and ISO 27xxx
• Own recurring penetration tests and adversary-emulation exercises and engage with external researchers

Senior Security Engineer – Offensive Security

Data Analyst

• Serve as the strategic analytics partner to Marketing and cross-functional partners
• Translate ambiguous questions into analyses, recommendations, and measurable actions
• Own lead and account funnel analytics, including conversion, velocity, quality, cohort performance, and outcome drivers
• Define attribution and ROI methodologies for marketing programs, including marketing development funds, co-marketing, and marketing-funded SPIFFs
• Develop targeting and measurement models for an inside sales motion into product-led growth prospects
• Build account intelligence and scoring for account-based marketing, expansion, and new product adoption
• Lead the analytical narrative for Marketing QBRs, operating reviews, and planning
• Design experiments and measurement plans to determine which programs and growth motions should scale, change, or stop
• Build scalable datasets, dashboards, and quality controls with Marketing Operations, Sales Operations, Finance, and Data teams
• Ramp on Salesforce, Snowflake, Sigma, and existing marketing reporting
• Own core marketing reporting and end-of-quarter deliverables
• Improve dashboards and reporting for accuracy, usability, and actionability
• Establish a support model and feedback loop with Field Marketing
• Analyze funnel conversion, campaign performance, and pipeline contribution
• Align marketing metrics and definitions across Marketing, RevOps, and Finance
• Deliver executive-ready reporting for QBRs and business reviews
• Provide insights into funnel performance, pipeline creation, and marketing investment effectiveness
• Deliver a priority analysis such as Field Marketing ROI, ABM targeting, or PLG and ISR opportunity identification
• Recommend improvements to marketing measurement, attribution, and investment decisions
• Reduce recurring ad hoc requests through scalable dashboards and self-service reporting

Senior Marketing GTM Analytics Manager

Engineering Manager

• Lead Secure Build and SCS Services, owning delivery, team health, growth, performance and operational excellence across both
• Turn two changing roadmaps into a coherent portfolio plan with explicit priorities, capacity and trade-offs
• Create leadership coverage so neither team becomes the permanent second priority
• Partner with Product to shape strategy and roadmaps for secure build, Docker Scout, Docker Hardened Images and connecting services
• Stay close to technical work through design and code review, incident response and selective hands-on contribution
• Ensure technical direction supports product, security, reliability and customer priorities
• Own interfaces between teams, including trust boundaries, contracts, data quality, versioning, operational ownership and customer-facing failure modes
• Balance new product work with inherited systems and on-call, investing in reliability improvements
• Own engineer growth and performance, handle difficult conversations, hire and retain strong people, and build succession depth
• Align Product, Design, Security, DHI Content, Registry, Hub, sales, support, commercial and legal partners
• Lead disciplined use of AI-assisted engineering and communicate decisions, risks and progress across UK and US working hours
• Build relationships and understand both teams' products, customers, architecture, dependencies and operational profiles during the first 30 days
• Establish a sustainable operating cadence, ownership and escalation paths, and material improvements during the first 90 days
• Deliver predictable outcomes connecting secure build, Scout and Docker Hardened Images while reducing operational risk over one year

Manager, Engineering, Secure Build, SCS Services

Sales Operations Manager

• Provide frontline support to the field through the ticketing system
• Manage end-of-month and end-of-quarter FP&A updates
• Complete onboarding and offboarding for field and GTM teams
• Own the internal documentation refresh cadence
• Assist with reviewing and optimizing Salesforce page layouts, fields, validations, and workflows for accounts, leads, and contacts
• Manage users within the technology stack
• Assist with scoping, testing, and rolling out new system processes
• Participate in fiscal-year planning activities
• Review new accounts, leads, and contacts to ensure data is accurate, standardized, and non-duplicative
• Support Sales Operations and GTM Operations teams with ad hoc requests
• Report to the Senior Manager of Sales Operations

Senior Sales Operations Analyst

Sales Engineer

• 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%

Principal Sales Engineer, US Public Sector

General Counsel

• Serve as embedded product counsel to Product Management and Engineering across the product lifecycle, advising on products, features, pricing, packaging, Early Access and beta programs, and end-of-life decisions
• Advise on open source software licensing, compatibility, usage, contributions, CLAs, and compliance obligations
• Draft and maintain product-facing legal terms, subscription and licensing agreements, Early Access and beta terms, fair use and acceptable use policies, and monetization documentation
• Structure and negotiate commercial provisions in customer and partner agreements covering product licensing, cloud services, hybrid on-premise and SaaS deployments, IP ownership, indemnification, warranties, and support
• Counsel on AI-enabled product features, including training data provenance, output ownership, third-party model licensing, and AI regulatory requirements
• Collaborate with GRC on product design and regulatory obligations, including software supply chain security and the EU Cyber Resilience Act
• Support IP strategy, trademark usage guidelines, brand protection, and coordination with outside counsel
• Monitor legal and regulatory developments affecting developer tools, open source, cloud services, and AI
• Build playbooks, templates, and self-service resources for Product and GTM teams
• Report to Docker's Head of Legal and collaborate with Product, Engineering, GRC, Sales, Deal Desk, and senior executives
• Take ownership of legal review for product and feature launches
• Establish product roadmap legal intake and review processes
• Assess product terms and OSS compliance and create improvement roadmaps
• Lead assigned product and licensing negotiations
• Build and deploy resources supporting product legal review and commercial negotiations

Staff Product & Commercial Counsel

Financial Planning and Analysis

• Become a subject matter expert in all aspects of Sales, Marketing and Customer Success across all business segments, channels and products
• Drive the FP&A process for the GTM teams including headcount and operating expense management, monthly, quarterly and annual forecasts, scenario modeling and regular business reviews
• Partner closely with our Marketing team to review program spend and other investment opportunities
• Collaborate with Finance and GTM leadership on the top line sales forecasting process (Bookings, ARR, Net Dollar Retention, Renewals etc.)
• Track and ensure accurate measurement of Bookings, ARR, Net Dollar Retention and Renewals etc
• Develop, own and maintain quota/capacity models, pipeline/waterfall models, TAM analysis and support ad hoc modeling as needed
• Define, track and analyze unit economics and other metrics that measure the efficacy of sales & marketing investments, ROI/attribution and efficiency
• Support compensation plan design and modeling
• Partner with Accounting, Sales Ops and Finance to ensure financial processes and reporting supports and scales with GTM and corporate needs
• Provide analysis and insights to support the monthly and quarterly business review processes, BOD packages and other critical reporting
• Use AI as the default way of working: AI-generated first drafts for analysis, modeling, and reporting, faster scenario work, and narrative synthesis. Docker is an AI-first company and we expect AI to be embedded in how this role operates day to day
• Build automation that scales the function: AI-powered workflows, agents, and reusable tools connected to the systems we run on that cut manual effort, speed up reporting, and give leadership faster self-serve visibility
• Play an integral role in scaling our finance team, financial infrastructure, models, tools, reporting automation and AI-driven planning process

Senior Strategic Finance Analyst, GTM

Full-stack Engineer

• Design, implement, and operate core networking services that power Docker's Sandboxes platform across local laptops and public cloud environments
• Build scalable networking infrastructure for microVM orchestration, workload scheduling, and lifecycle management
• Develop high-performance networking data- and control-plane components for multi-tenant agentic workloads
• Ensure network reliability, observability, and performance across Docker's Sandbox infrastructure
• Collaborate with product, platform, and security teams to deliver customer-focused capabilities
• Participate in architectural discussions, code reviews, and design documents
• Contribute to automation and CI/CD improvements across the deployment pipeline
• Debug and resolve production issues across distributed systems in local and public-cloud environments
• Take part in on-call rotation for your team; respond to incidents and drive continuous improvement of system reliability and availability

Staff Software Engineer, Networking

Principal Software Engineer, Networking

People Operations

• Partner with Revenue leaders and managers on people priorities, including organizational design, workforce planning, leadership effectiveness, talent planning, engagement, performance, and team health.
• Provide clear guidance and practical recommendations on complex employee matters, balancing employee experience, business needs, risk, and consistency.
• Build trusted relationships across Revenue and within the People Team. Influence through credibility, direct communication, and strong partnership.
• Raise concerns, ask hard questions, and push for better decisions when something may pose a risk, create inconsistency, or have an unintended impact.
• Stay steady in difficult conversations and bring calm, structure, and sound judgment to situations involving urgency, emotion, competing priorities, or strong opinions.
• Lead and support core people processes within Revenue, including performance management, talent reviews, compensation cycles, promotions, employee development, engagement planning, and organizational changes.
• Use data, insights, and business context to identify trends, surface risks, and recommend actions that improve team effectiveness, retention, engagement, and performance.
• Partner across People, Talent Acquisition, Legal, Finance, People Ops, Total Rewards, and other cross-functional teams to ensure strong alignment and execution for Revenue priorities.
• Support global and distributed teams by helping leaders understand regional considerations, cultural norms, and employee experience across different locations.
• Contribute to People Team programs and practices by sharing feedback from Revenue, identifying opportunities to improve how we work, and helping build scalable approaches as Docker grows.

Senior People Partner, Revenue – East/Central Preferred

• Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows
• Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey.
• Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals.
• Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases
• Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases.
• Deliver high-impact enablement and best practices content to customer audiences from developer to C level.
• Ability to travel up to 50% internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners.
• Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content
• Gather field feedback from customer teams and Docker pre and post sales teams
• Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams.
• Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact.
• Be customer zero for new functionality produced by Docker product/engineering teams
• Give input on internal technical enablement and customer enablement needs, and review enablement content
• Assist the sales enablement team with internal technical enablement for new products and services.

Staff Solutions Architect – EMEA

• Manage a team of highly motivated and ambitious Account Executives across Strategic Account Executives in America.
• Effectively capacity plan, train, and motivate the team to overachieve its objectives
• Suggest and implement improvements in the sales administration process
• Coordinate department projects to meet deadlines
• Report on sales metrics and suggest improvements
• Prepare monthly, quarterly, and annual sales forecasts
• Use customer feedback to generate ideas about new features or products
• Research and discover methods to increase customer engagement
• Ensure sales, finance, and legal policies and procedures are met
• Build an open-communication environment for your team
• Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales