# Principal Sales Engineer, US Public Sector

**Company:** [Docker](https://hotfix.jobs/companies/docker)
**Location:** Remote
**Role:** Sales Engineering
**Experience:** 8+ years
**Skills:** Containers, Kubernetes, CI/CD, Linux, Cloud Platforms, FedRAMP, Nist 800-53, Nist 800-171, Disa Stigs, Dow Impact Levels, Ato Process, Policy-As-Code, Sbom, Software Supply Chain Security, Ai Governance
**Posted:** 2026-08-18

> Leads technical pre-sales for Docker’s US Federal public-sector business, shaping acquisition requirements, competitive PoCs, and secure AI and software supply-chain deployments. Requires 8+ years of technical pre-sales experience, 3+ years in US Federal sales, and fluency in federal security and accreditation frameworks.

## Job Description

## 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.


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