Principal Account Specialist, AI Governance
Leads Docker’s AI Governance sales strategy across APAC, generating pipeline and closing complex enterprise deals with Core Account Executives. The role requires enterprise software sales success, domain knowledge in security, DevOps, cloud, or AI/ML platforms, and the ability to advise C-level security and AI/ML stakeholders.
About the job
Responsibilities
- Become the go-to expert on Docker's AI Governance platform, including Sandboxes, MCP Gateway, centralized policy, audit, and access control.
- Create and execute territory plans for AI governance opportunities across APAC, especially in regulated industries and accounts adopting AI agents.
- Generate leads through proactive prospecting and help Core Account Executives qualify inbound AI Governance opportunities.
- Lead the full sales cycle, including technical discovery, ROI justification, compliance mapping, developer productivity analysis, negotiation, and closing.
- Educate Core Account Executives, Sales Engineers, and sales leaders on AI governance opportunities and competitive positioning.
- Build trusted relationships with CISOs, Platform Engineering leaders, and AI/ML decision-makers.
- Establish accurate forecasting and provide strategic regional updates.
- Contribute feedback to improve the sales playbook, competitive positioning, and go-to-market strategy for APAC.
Requirements
- Track record of exceeding sales targets in complex enterprise software environments.
- 3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions.
- Understanding of challenges facing CISOs and platform engineering leaders adopting AI agents and LLM-powered workflows.
- Ability to uncover customer pain around AI risk, ungoverned agent activity, and regulatory exposure.
- Experience working in overlay or co-sell models with cross-functional stakeholders.
- Ability to build trusted C-level relationships with security and AI/ML buying centers.
- Strong presentation, influencing, negotiation, and commercial deal-management skills.
- Familiarity with business landscapes, procurement norms, and technology adoption across APAC markets, including Australia, Japan, Singapore, India, and South Korea.
- Formal training in Command of the Message and MEDDPICC is a plus.
- Must not require visa sponsorship.
Nice to have
- Multi-market or multi-language experience.
- Experience with regulated industries, data sovereignty, and APAC-specific AI compliance requirements.
Compensation and benefits
- Technology stipend equivalent to $100 USD net/month.
- 16 weeks of paid parental leave after 6 months of employment.
- Home office setup support.
- PTO plan.
- Training stipend for conferences, courses, and classes.
- Equity.
- Quarterly Whaleness Days and an end-of-year Whaleness break.
Skills
Ai Governance, Enterprise Software Sales, Cybersecurity, DevOps, Cloud Infrastructure, Artificial Intelligence, Machine Learning, Llm Workflows, Mcp Gateway, Compliance Mapping, MEDDPICC, Command Of The Message, Territory Planning, Sales Forecasting, Commercial Negotiation
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