About the Role
As Director of Solutions Engineering for EMEA, you will lead a high-performing, fully remote pre-sales organization of 6 SEs, nearly doubling by end of fiscal year, responsible for technical alignment and customer success across Docker's largest accounts in the region. You will partner directly with EMEA Sales Directors as a peer to align SE coverage with a fast-growing book of business, and collaborate closely with Sales, Product, and Engineering to turn rapid change into consistent technical wins and clear business value.
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.
- Partner with Product and Engineering to feed AI Governance customer requirements into roadmap and prioritization.
Scale and Develop the Team
- Hire, onboard, and ramp SEs quickly to meet AI Governance pipeline demand.
- Build and maintain SE enablement programs and learning paths.
- Operate as a player/coach, running the full management cadence while staying close to the technical win on marquee accounts.
- Balance SE coverage and workload across a growing roster of Account Executives.
Technical Sales & Customer Success
- Partner with the EMEA Sales organization to drive technical closure, guiding discovery, solution design, and proof-of-value.
- Own the technical-win motion on Docker's largest accounts, including AI Governance, Sandboxes, Docker Hardened Image, MCP Catalog, and runtime container security.
- Establish repeatable processes for discovery, solution design, and proof validation.
Operational Excellence & Cross-Functional Leadership
- Define metrics, performance standards, and success measures for technical sales excellence.
- Partner with Sales leadership on capacity planning, team design, and headcount.
- Contribute to the SE career framework and broader Customer Engineering enablement initiatives.
- Coach, mentor, and empower your team to engage effectively with enterprise customers.
Qualifications Required
- 10+ years of experience in technical sales or pre-sales for distributed systems, developer platforms, or cloud infrastructure.
- 5+ years in management, including hiring, mentoring, and scaling high-performing teams.
- Proven success leading teams supporting software supply chain security, DevSecOps, or developer productivity.
- Familiarity with AI Governance and AI-driven development.
- Deep understanding of containerization, cloud-native architectures, CI/CD, and developer tools.
- Strong communication and executive presentation skills.
Preferred Qualifications
- Operational experience with Docker, Kubernetes, or similar container-based platforms.
- Experience with application security and securing the software supply chain (SBOMs, image scanning, secure delivery pipelines).
- Hands-on exposure to AI Governance, AI agent enablement, or coding assistants.
- Background in software development, scripting, or infrastructure-as-code.