Principal Account Specialist, AI Governance (Sydney Preferred)

Job Summary

Required Qualifications

• •3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions
• •Strong understanding of the challenges facing CISOs and platform engineering leaders as organizations adopt AI agents and LLM-powered workflows
• •Exceptional skills in uncovering latent customer pain, particularly around AI risk, ungoverned agent activity, and regulatory exposure
• •Familiarity with Australia's AI Ethics Framework
• •Familiarity with Singapore's Model AI Governance Framework
• •Familiarity with Japan's AI governance guidelines
• •Familiarity with emerging APAC-specific compliance requirements
• •Familiarity with the business landscape, procurement norms, and technology adoption patterns across key APAC markets (Australia, Japan, Singapore, India, South Korea)
• •Multi-market or multi-language experience
• •Formal training in Command of the Message and MEDDPICC
• •Demonstrated track record of exceeding sales targets in a complex enterprise software environment
• •Tenacity and discipline to manage sophisticated deal cycles
• •Proven ability to thrive in an overlay or co-sell model
• •Commitment to guiding customers with integrity
• •Ability to build C-level relationships based on trust, credibility, and expertise
• •Natural ability to command a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures
• •Ability to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to develop a detailed territory plan that outlines strategy for pipeline generation and account penetration for AI Governance
• •Ability to establish a predictable and accurate forecast for your business
• •Ability to provide strategic updates on regional forecast calls
• •Ability to manage time zone coverage across the region
• •Ability to meet or exceed the initial sales targets set for AI Governance
• •Ability to successfully close foundational 'lighthouse' deals across APAC
• •Ability to contribute to the enablement and success of AE partners across the region
• •Ability to provide critical feedback to leadership and product teams
• •Ability to help refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions
• •Ability to address APAC-specific regulatory requirements
• •Ability to address enterprise procurement patterns
• •Ability to address data sovereignty considerations
• •Ability to address emerging AI risk frameworks
• •Ability to partner with Core Account Executives to deliver critical insights to key accounts
• •Ability to establish yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership
• •Ability to champion the power of the Docker AI Governance platform
• •Ability to share customer success stories that illustrate business value, risk reduction, and regulatory readiness
• •Ability to create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC
• •Ability to generate new leads through proactive prospecting into accounts showing AI adoption signals
• •Ability to work effectively with various internal stakeholders to achieve the best outcome for the customer
• •Ability to guide customers with integrity
• •Ability to build C-level relationships based on trust, credibility, and expertise
• •Ability to command a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures
• •Ability to gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit)
• •Ability to understand our value proposition, the competitive landscape, and the existing sales playbook
• •Ability to establish strong, collaborative relationships with the key Core AEs, SEs, and RVPs across APAC
• •Ability to establish strong, collaborative relationships with the AI Governance specialist team (AMER and EMEA counterparts)
• •Ability to get acquainted with the inbound lead queue and top target accounts across the region
• •Ability to review account histories, identifying AI adoption signals, and mapping initial points of entry to security and AI/ML buying centers
• •Ability to be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial AI governance opportunities
• •Ability to develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul)
• •Ability to establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region
• •Ability to be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC
• •Ability to actively contribute to the enablement and success of your AE partners across the region
• •Ability to provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks

Desired Qualifications

• •Passion for AI governance
• •Entrepreneurial mindset
• •Value-oriented penchant for asking 'why' to build a powerful business case
• •Strong understanding of the challenges facing CISOs and platform engineering leaders as organizations adopt AI agents and LLM-powered workflows
• •Exceptional skills in uncovering latent customer pain, particularly around AI risk, ungoverned agent activity, and regulatory exposure
• •Proven ability to thrive in an overlay or co-sell model, working effectively with various internal stakeholders to achieve the best outcome for the customer
• •Commitment to guiding customers with integrity, capable of building C-level relationships based on trust, credibility, and expertise, especially with security and AI/ML buying centers
• •Natural ability to command a room, influence executive stakeholders, and lead commercial negotiations across diverse APAC markets and cultures
• •Familiarity with the business landscape, procurement norms, and technology adoption patterns across key APAC markets (Australia, Japan, Singapore, India, South Korea)
• •Multi-market or multi-language experience
• •Formal training in Command of the Message and MEDDPICC
• •Ability to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul)
• •Ability to establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region
• •Ability to meet or exceed the initial sales targets set for AI Governance, successfully closing foundational 'lighthouse' deals across APAC that can be used as references
• •Ability to be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC, actively contributing to the enablement and success of your AE partners across the region
• •Ability to provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks
• •Ability to partner with Core Account Executives to deliver critical insights to key accounts
• •Ability to establish yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership
• •Ability to champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness
• •Ability to create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC, particularly in regulated industries (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in partnership with the Core AE team
• •Ability to generate new leads through proactive prospecting into accounts showing AI adoption signals (coding agents, agent frameworks, LLM platform initiatives) and enable the Core AE team to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit), our value proposition, the competitive landscape, and the existing sales playbook
• •Ability to establish strong, collaborative relationships with the key Core AEs, SEs, and RVPs across APAC, as well as the AI Governance specialist team (AMER and EMEA counterparts)
• •Ability to get acquainted with the inbound lead queue and top target accounts across the region, reviewing account histories, identifying AI adoption signals, and mapping initial points of entry to security and AI/ML buying centers
• •Ability to be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial AI governance opportunities
• •Ability to develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul)
• •Ability to establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region
• •Ability to meet or exceed the initial sales targets set for AI Governance, successfully closing foundational 'lighthouse' deals across APAC that can be used as references
• •Ability to be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC, actively contributing to the enablement and success of your AE partners across the region
• •Ability to provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks
• •Ability to partner with Core Account Executives to deliver critical insights to key accounts
• •Ability to establish yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership
• •Ability to champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness
• •Ability to create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC, particularly in regulated industries (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in partnership with the Core AE team
• •Ability to generate new leads through proactive prospecting into accounts showing AI adoption signals (coding agents, agent frameworks, LLM platform initiatives) and enable the Core AE team to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit), our value proposition, the competitive landscape, and the existing sales playbook
• •Ability to establish strong, collaborative relationships with the key Core AEs, SEs, and RVPs across APAC, as well as the AI Governance specialist team (AMER and EMEA counterparts)
• •Ability to get acquainted with the inbound lead queue and top target accounts across the region, reviewing account histories, identifying AI adoption signals, and mapping initial points of entry to security and AI/ML buying centers
• •Ability to be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial AI governance opportunities
• •Ability to develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul)
• •Ability to establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region
• •Ability to meet or exceed the initial sales targets set for AI Governance, successfully closing foundational 'lighthouse' deals across APAC that can be used as references
• •Ability to be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC, actively contributing to the enablement and success of your AE partners across the region
• •Ability to provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks
• •Ability to partner with Core Account Executives to deliver critical insights to key accounts
• •Ability to establish yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership
• •Ability to champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness
• •Ability to create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC, particularly in regulated industries (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in partnership with the Core AE team
• •Ability to generate new leads through proactive prospecting into accounts showing AI adoption signals (coding agents, agent frameworks, LLM platform initiatives) and enable the Core AE team to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit), our value proposition, the competitive landscape, and the existing sales playbook
• •Ability to establish strong, collaborative relationships with the key Core AEs, SEs, and RVPs across APAC, as well as the AI Governance specialist team (AMER and EMEA counterparts)
• •Ability to get acquainted with the inbound lead queue and top target accounts across the region, reviewing account histories, identifying AI adoption signals, and mapping initial points of entry to security and AI/ML buying centers
• •Ability to be actively running your own discovery calls, building a qualified pipeline, and co-selling with Core AEs on initial AI governance opportunities
• •Ability to develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for AI Governance, with particular focus on regulated verticals and key APAC enterprise hubs (Sydney, Singapore, Tokyo, Mumbai, Seoul)
• •Ability to establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls, managing time zone coverage across the region
• •Ability to meet or exceed the initial sales targets set for AI Governance, successfully closing foundational 'lighthouse' deals across APAC that can be used as references
• •Ability to be recognized internally as the go-to expert and trusted advisor for all things related to Docker AI Governance in APAC, actively contributing to the enablement and success of your AE partners across the region
• •Ability to provide critical feedback to leadership and product teams, helping to refine the sales playbook, competitive positioning, and GTM strategy based on real-world customer interactions, particularly around APAC-specific regulatory requirements, enterprise procurement patterns, data sovereignty considerations, and emerging AI risk frameworks
• •Ability to partner with Core Account Executives to deliver critical insights to key accounts
• •Ability to establish yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership
• •Ability to champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness
• •Ability to create and execute a dynamic territory plan to identify and prosecute high-potential AI governance opportunities across APAC, particularly in regulated industries (financial services, government, telecommunications, healthcare) and accounts with active AI/agent adoption, in partnership with the Core AE team
• •Ability to generate new leads through proactive prospecting into accounts showing AI adoption signals (coding agents, agent frameworks, LLM platform initiatives) and enable the Core AE team to effectively qualify inbound opportunities for AI Governance
• •Ability to quarterback the entire AI governance sales cycle, from technical discovery and value justification (ROI frameworks, compliance mapping, developer productivity impact) to closing complex, multi-stakeholder deals
• •Ability to educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance AI governance opportunities through formal and informal enablement, including competitive positioning in a rapidly evolving market
• •Ability to strategize, negotiate, and close deals to drive mutual success for the customer and Docker
• •Ability to gain a deep understanding of the Docker AI Governance platform (Sandboxes, MCP Gateway, centralized policy, audit), our value proposition, the competitive landscape, and the existing sales playbook