Principal Sales Engineer, US Public Sector

Responsibilities

Technical Selling and Deal Shaping

• Lead technical discovery across program offices, platform and DevSecOps teams, security organizations, and AI/ML groups.
• Shape technical requirements and acquisition-cycle evaluation criteria around AI governance, container and artifact security, and software supply chain integrity.
• Design, position, and execute structured PoCs and PoVs covering:
  • Policy enforcement and policy-as-code
  • Image and artifact integrity, provenance, and attestation
  • SBOM generation and visibility
  • Hardened and minimal base images, including FIPS- and STIG-aligned variants
  • AI workload governance and sandboxed agentic development
  • Secure build pipelines in constrained and disconnected networks
• Define success criteria, evaluation frameworks, and executive-ready value summaries.
• Deliver demos, workshops, architecture reviews, technical exchange meetings, and executive briefings.
• Translate AI security and governance capabilities into mission outcomes for government leadership.

AI Governance and Secure Software Supply Chain

• Advise on responsible AI development, secure AI model and agent lifecycle management, software supply chain integrity, container and artifact security, and DevSecOps practices.
• Guide implementation of governance controls across AI-enabled SDLC workflows, including identity and access governance and policy-as-code enforcement.
• Represent Docker through industry days, technical exchange meetings, conferences, webinars, reference architectures, and whitepapers.

Federal Compliance and Accreditation

• Serve as a subject matter expert on federal security and accreditation frameworks and evidence required by assessors and authorizing officials.
• Explain compliance artifacts from Docker Hardened Images, including FIPS image variants, STIG scan results, and signed attestations.
• Work fluently with FedRAMP, NIST 800-53, NIST 800-171, the NIST Secure Software Development Framework, DISA STIGs and SRGs, DoW Impact Levels, and continuous ATO models.
• Support RFIs, RFPs, security questionnaires, and technical evaluation criteria.
• Advise on on-premises, air-gapped, and government cloud deployments, working with partners and system integrators.

Champion Ownership and Advocacy

• Build and expand relationships with technical champions across agency security, platform, DevSecOps, and AI teams.
• Use champion relationships to influence buying groups, shape requirements, and uncover program and sub-agency expansion.
• Maintain engagement beyond award to support outcomes, renewals, and expansions.
• Advocate for federal customer needs with Product and Engineering.
• Coordinate with Post Sales and Support across the customer lifecycle.
• Develop reusable workshops, demos, reference architectures, compliance briefings, and enablement content.

Competitive and Strategic Selling

• Support competitive motions and influence evaluation criteria throughout the acquisition cycle.
• Partner with Account Executives, channel partners, and system integrators on technical win strategies.
• Support contract vehicle and partner-led sales motions.

Requirements

• 8+ years of technical pre-sales experience as a Sales Engineer, Solutions Engineer, or Solutions Architect selling infrastructure software, developer tools, or security products to complex enterprise or government accounts.
• 3+ years selling into the US Federal market, covering the Department of War, Federal Civilian, or both, with demonstrated technical wins in federal acquisition cycles.
• Working knowledge of FedRAMP, NIST 800-53, DISA STIGs, DoW Impact Levels, and the ATO process.
• 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 senior government stakeholders and engineers.