Principal Account Specialist, AI Governance

About the role

In this pivotal sales role, you will be instrumental in promoting Docker's AI governance solutions throughout the Asia-Pacific region, acting as a trusted advisor to enterprise stakeholders who are navigating the complexities of AI adoption. Your primary focus will be on driving new business opportunities by collaborating closely with key account executives and delivering valuable insights to essential clients who are seeking to operationalize AI securely. This position entails meeting specific sales objectives for Docker's AI Governance platform, which is designed to oversee and secure workflows involving AI agents and ensure compliance. You will own the end-to-end sales cycle for strategic accounts, positioning Docker as the essential partner for organizations looking to mitigate the risks associated with AI agents. Your work will involve translating complex technical governance concepts into clear business value for C-level decision-makers across diverse markets. You will be responsible for building and maintaining long-term relationships that are founded on mutual trust and a deep understanding of customer ambitions. Ultimately, you will help shape the future of secure AI deployment by ensuring that critical workflows are monitored, governed, and protected at scale.

Key facts

What you'll do

Identify and qualify new enterprise opportunities within the Asia-Pacific region by leveraging a consultative sales approach to uncover critical business needs related to AI governance.

Develop and execute strategic account plans for key customers, outlining specific milestones, adoption metrics, and success criteria for Docker's AI Governance platform.

Deliver compelling value propositions to Chief Information Security Officers and platform engineering leaders, highlighting how the platform addresses AI-related risks and unregulated agent activities.

Collaborate effectively with internal teams, including product management, engineering, and customer success, in an overlay or co-selling environment to ensure alignment and shared success.

Guide customers with integrity through the entire procurement process, establishing C-level relationships that are built on trust, transparency, and deep domain expertise in AI compliance.

Lead complex commercial negotiations and executive-level presentations, influencing stakeholders across diverse APAC markets with clear, data-driven narratives.

Analyze customer environments to map existing AI workflows, identifying gaps where centralized policy enforcement and auditing capabilities can provide immediate value.

Create robust ROI frameworks that quantify the financial and operational benefits of implementing Docker AI Governance, including risk reduction and efficiency gains.

Utilize the Docker AI Governance platform, sandbox environments, and MCP Gateway functionalities to conduct live demonstrations that resonate with technical and business audiences.

Demonstrate competence in compliance mapping and regulatory standards, ensuring that customer requirements are met with current and future-proof solutions.

Conduct training sessions for internal stakeholders and customer technical teams on auditing and access control processes within the platform.

Adapt sales strategies based on familiarity with the business landscape, procurement practices, and technology adoption trends prevalent in key APAC markets.

Leverage previous experience in remote-first work environments to maintain high productivity and strong communication across distributed teams.

Pursue continuous learning in sales methodologies such as Command of the Message and MEDDPICC to refine the ability to articulate Docker's unique value proposition.

Requirements

Possess a minimum of 3 years of experience in selling solutions related to security, DevOps, cloud infrastructure, or AI/ML platforms, demonstrating a proven track record in complex sales environments.

Show an in-depth understanding of the challenges encountered by Chief Information Security Officers (CISOs) and platform engineering leaders as organizations integrate AI agents into their operations, including risk management and compliance pressures.

Exhibit exceptional skills in identifying customer pain points associated with AI-related risks, unregulated agent activities, and potential regulatory liabilities that may impact enterprise adoption.

Demonstrate a proven ability to excel in an overlay or co-selling environment, effectively collaborating with various internal teams to drive joint sales outcomes and customer satisfaction.

Show a strong commitment to guiding customers with integrity, fostering C-level relationships built on trust, expertise, and a customer-centric approach to problem-solving.

Display a natural aptitude for delivering compelling presentations, influencing executive stakeholders, and leading commercial negotiations across diverse markets in the APAC region with confidence.

Possess a familiarity with the business landscape, procurement practices, and technology adoption trends prevalent in key APAC markets, enabling tailored sales strategies.

Maintain a professional demeanor and strong work ethic, with the discipline required to manage a remote-first role and consistently meet or exceed sales quotas.

Nice to have

Experience working across multiple markets or proficiency in more than one language, allowing for more effective communication with diverse stakeholders.

Formal training in sales methodologies such as Command of the Message and MEDDPICC, which can enhance the ability to structure and deliver high-stakes presentations.

Previous experience in a remote-first work environment, demonstrating adaptability, self-motivation, and the ability to manage time effectively without direct supervision.

Practical notes

Please note that Docker does not provide visa sponsorship for this position, so candidates must ensure they have the right to work in Australia.

The benefits package includes flexible working arrangements, quarterly "Whaleness Days," support for home office setups, paid parental leave, a technology stipend, paid time off (PTO), a training stipend, equity options, and medical benefits, which may vary by country.

This role is designed to be remote-first, allowing for a flexible work-life balance while contributing to Docker's mission of making development and deployment of applications more accessible and secure.

If you are a driven sales professional with a passion for AI governance and a desire to make a significant impact in the tech industry, we encourage you to apply for this exciting opportunity at Docker. Join us in shaping the future of AI governance solutions!

About the company

Docker has been one of most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout.