Docker, Inc

• Build agentic and automation workflows with structured inputs, tool calls, evaluation, regression checks, observability, and safe handoff • Partner with the principal engineer, Support Engineering, and operations teams to define problems, ship solutions, measure impact, and iterate from real usage • Design, develop, and maintain full-stack support tooling, including UI, APIs, background jobs, and service integrations • Integrate CRM, warehouse, ticketing, incident management, and knowledge systems with clear contracts, retries, idempotency, and auditability • Improve reliability, performance, and trust through metrics, logs, traces, dashboards, and production operating practices • Build safe tool access patterns with least-privilege permissions, audit trails, and human approval for sensitive actions • Participate in on-call rotation for systems your team owns

• Design and deliver scalable enablement programs including technical learning paths and certifications (e.g., via MindTickle or similar platforms). • Conduct 1:1 technical enablement for strategic partners (e.g., workshops, roadmap sessions, technical deep-dives). • Serve as the technical advisor for partners integrating Docker into their service offerings or product stacks. • Collaborate with partner and Docker sales teams to drive joint account planning and co-selling opportunities. • Support product positioning and technical validation during joint sales engagements. • Guide “sell-with” and “sell-through” partner models with clarity on what’s GA and ready for delivery (“what’s on the truck”). • Collaborate with Product and Engineering teams on roadmap alignment, beta/EAP program participation, and technical integrations with CSPs and ISVs. • Advocate for partner-driven feature requests and co-building initiatives back to the Docker product team. • Partner with regional Field SEs to ensure alignment with market-specific requirements and vertical priorities (e.g., FedGov, EMEA, APAC). • Represent regional partner technical needs and priorities in internal planning discussions. • Author and maintain reusable technical content such as integration guides, architectural diagrams, and enablement videos tailored for partners. • Represent Docker at partner events, conferences, and webinars as a technical expert and evangelist.

• Own and close all sub-$30K Gross ARR opportunities across the America Strategic account base, including new add-ons, small expansions, and standalone Docker Hardened Images (DHI) deals • Meet monthly and quarterly sales targets for sourced qualified opportunities and closed business • Accurately forecast business on a monthly and quarterly cadence using Salesforce • Partner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experience • Collaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closure • Engage with procurement teams and channel partners across EMEA markets to drive transactions to completion, navigating varied purchasing processes and compliance requirements • Respond to and qualify incoming inquiries regarding Docker products within the ~$30K segment • Spearhead the adoption and expansion of Docker within our existing customer install base by prospecting & identifying upsell and cross-sell opportunities • Share customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign priorities • Maintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunities • Develop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Hardened Images, and the Docker AI Governance suite of products

• Lead and continuously improve the global BDR organization, overseeing inbound and outbound pipeline generation across all segments and geographies. • Guide GTM decision making and strategy as a member of the CRO’s R-Staff as well as the RevOps Leadership Team. • Review and refine the existing BDR playbook outbound sequencing, messaging, ICP targeting, and qualification criteria in close partnership with Sales, Marketing, and Revenue Operations, evolving it as the market and product change. • Develop, coach, and retain a high-performing team of BDR managers and individual contributors across multiple time zones, raising the performance bar across the board. • Manage to a consistent pipeline coverage model, holding each segment and region accountable to pipeline generation targets and identifying underperformance early. • Partner directly with the CMO and Marketing Leadership on strategic initiatives, campaign alignment, lead routing, and feedback loops to continuously sharpen inbound conversion. • Partner with Sales leadership to maintain clean BDR-to-AE handoffs and drive joint accountability for pipeline quality. • Assess and strengthen the operating cadence for the BDR org pipeline reviews, rep coaching, activity metrics, and performance management making improvements where needed. • Work cross-functionally with Enablement to evaluate and improve onboarding, ramp programs, and ongoing skills development for the team. • Track and continuously improve the metrics that matter: pipeline generated, conversion rates, ramp time, rep productivity, and attainment. • Serve as a player-coach where needed, modeling the prospecting behaviors and standards you expect from the team.

• Serve as the primary operational HR contact for assigned client groups • Manage employee inquiries across People help and communication channels, routing complex matters to the appropriate People Partner • Run employee lifecycle processes end-to-end, coordinating with relevant cross-functional partners • Maintain and update HRIS data for assigned client groups, including validating downstream impacts of employee record changes • Support the rollout of People programs for assigned groups and prepare employee-facing documentation as needed • Conduct regular audits to ensure data integrity and compliance across employee records • Auditing and cleaning employee data in preparation for migration • Identifying and flagging data discrepancies or gaps for resolution • Completing data entry, validation, and QA tasks as directed by the project lead

• Use prospecting strategies to reach out to existing users of Docker that demonstrate a propensity to acquire commercial licenses • Identify the needs and challenges of the prospective customer • Determine the prospect's interest in Docker • Schedule discovery meetings for sales representatives and prospects • Achieve a target number of qualified prospects and new opportunities • Respond to and qualify incoming inquiries regarding interest in Docker products • Craft a great first impression to our prospects and customers by adding value during every customer touchpoint • Partner with cross-functional teams to share customer feedback • Engage in team development and mentoring

• Drive the AI Governance Motion as a top priority ● Make it the team's number-one focus, owning the technical win on Docker's largest AI Governance opportunities across EMEA. • Keep the team ahead of a fast-moving segment where customer requirements, Docker's products, and the competitive landscape are all changing constantly, and translate that change into current demos, proofs-of-value, and sales plays. • Partner with Product and Engineering to feed AI Governance customer requirements into roadmap and prioritization, and to get the team early access to new releases. • Hire, onboard, and ramp SEs quickly to meet AI Governance pipeline demand. • Build and maintain SE enablement programs and learning paths that make new hires productive fast and keep the team current as products and use cases evolve. • Operate as a player/coach, running the full management cadence (1:1s, pipeline syncs, QBRs, enablement) while staying close to the technical win on marquee accounts. • Partner with the EMEA Sales organization to drive technical closure, guiding discovery, solution design, and proof-of-value to achieve customer success and sales goals. • Own the technical-win motion on Docker's largest accounts, including AI Governance, Sandboxes, Docker Hardened Image, MCP Catalog, and runtime container security. • Define metrics, performance standards, and success measures for technical sales excellence, and manage to them. • Coach, mentor, and empower your team to engage effectively with enterprise customers and communicate complex technical concepts clearly.

• Enable and co-sell with Docker's channel partner SE team to deliver local-language technical coverage across Japan. • Run joint partner workshops, technical enablement sessions, and solution briefings to build partner SE capability. • Support partner-led opportunities with architectural depth, PoC support, and competitive differentiation. • Develop and maintain partner-ready technical assets in Japanese: demo environments, reference architectures, and enablement decks. • Build strong working relationships with key distributor and reseller contacts to support pipeline development. • Build Docker's technical presence in the Japanese developer and DevSecOps community. • Speak at industry and partner-organised conferences. • Produce Japanese-language technical content: blog posts, how-to guides, and solution briefs that address local-market gaps in Docker documentation and community resources. • Represent Docker at meetups, developer days, and hackathons to drive awareness and top-of-funnel interest. • Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI teams at strategic accounts to understand: • AI governance requirements and agentic development workflows • Software supply chain risk and secure build pipeline needs • Regulatory and compliance drivers relevant to the Japanese market • Container security posture and DevSecOps maturity • Design, position, and execute structured PoCs/PoVs with clear success criteria and executive-ready value summaries. • Influence buying decisions through demos, workshops, architecture reviews, and technical executive briefings. • Translate Docker's AI security and governance capabilities into business value narratives for CISOs, Heads of Platform Engineering, and AI leaders. • Build and maintain relationships with technical champions across Security, DevOps, Platform, and AI teams at key accounts. • Support renewal and expansion motions by maintaining engagement beyond initial sale on key accounts. • Position and demonstrate Docker's AI portfolio as the governance and security layer for modern AI-native development: • Docker MCP Gateway: policy enforcement for MCP tool calls in agentic AI development workflows • Docker AI Governance (GA May 2026): model lifecycle management, AI workload governance, and compliance controls • Docker Hardened Images (DHI): secure, continuously patched base images for AI model serving and application containers • Docker Sandbox (SBX): free microVM-based agent isolation for developer-facing AI coding workflows • Guide customers in implementing AI governance controls across their SDLC, with particular focus on securing agentic development environments. • Act as a subject matter expert on secure software supply chain, container security, and AI security trends in customer-facing and community engagements. • Provide architectural guidance for policy-as-code enforcement, identity and access governance for AI workloads, and SBOM visibility. • Develop reusable technical assets — workshops, demos, reference architectures, and Japanese-language enablement content — to scale impact across the channel and direct accounts. • Advocate for Japan customer and partner needs with Product and Engineering, providing structured feedback from field experience.

• Define and execute the long-term product strategy for Docker's internal developer platform and AI developer tooling, spanning infrastructure, self-service, CI/CD, and AI-powered and agentic workflows. • Drive an integrated roadmap that balances foundational platform investments with the AI-native capabilities that differentiate Docker. • Align platform and tooling strategy with Docker's business objectives and product portfolio, in partnership with engineering and executive leadership. • Treat the internal platform as a product: define golden paths, paved roads, and self-service capabilities that let teams provision, deploy, observe, and operate with minimal friction and strong guardrails. • Establish clear contracts, defaults, and documentation, and drive adoption through measurable outcomes rather than mandate. • Partner with infrastructure teams to translate reliability, scale, networking, and cost priorities into a roadmap teams can trust. • Shape where AI agents and assisted workflows earn their place across the SDLC and operations, from code authoring and review to incident response, with a bias toward safe, auditable, human-reviewed automation. • Define how AI tooling effectiveness is measured: adoption, productivity gains, and developer satisfaction. • Identify which internal tools and platform capabilities are ready to become customer-facing offerings, and own the strategy that takes them from prototype to product.

• Use prospecting strategies to reach out to existing users of Docker that demonstrate a propensity to acquire commercial licenses • Identify the needs and challenges of the prospective customer • Determine the prospect's interest in Docker • Schedule discovery meetings for sales representatives and prospects • Achieve a target number of qualified prospects and new opportunities • Respond to and qualify incoming inquiries regarding interest in Docker products • Craft a great first impression to our prospects and customers by adding value during every customer touchpoint • Partner with cross-functional teams to share customer feedback • Engage in team development and mentoring