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Docker is seeking a Principal Account Specialist, AI Governance to lead sales of its AI governance platform across the Asia-Pacific region, with Sydney as the preferred base. This is a senior, entrepreneurial sales role focused on unlocking AI governance opportunities within Docker's customer base, particularly in regulated industries such as financial services, government, telecommunications, and healthcare.
You will own a dedicated quota for Docker AI Governance, a platform that provides enterprises with a single control plane to govern what AI agents can execute, reach, authenticate as, and call. The platform encompasses sandboxed agent execution, managed tool access via MCP Gateway, centralized policy enforcement, and comprehensive audit capabilities.
Key responsibilities include becoming the go-to expert on the Docker AI Governance platform and championing its value through customer success stories; creating and executing a dynamic territory plan to identify high-potential opportunities across APAC, particularly in regulated industries and accounts with active AI/agent adoption; generating new leads through proactive prospecting into accounts showing AI adoption signals; executing the full AI governance sales cycle from technical discovery through closing complex, multi-stakeholder deals; educating and enabling internal teams (Core AEs, SEs, Sales Leaders) to identify and advance opportunities; and strategizing, negotiating, and closing deals.
You should have a demonstrated track record of exceeding sales targets in complex enterprise software environments with 3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions. Strong understanding of challenges facing CISOs and platform engineering leaders as organizations adopt AI agents is essential. You must excel at uncovering latent customer pain around AI risk, ungoverned agent activity, and regulatory exposure, with familiarity with Australia's AI Ethics Framework, Singapore's Model AI Governance Framework, Japan's AI governance guidelines, and emerging APAC-specific compliance requirements.
You should thrive in overlay or co-sell models, build C-level relationships based on trust and credibility, and command executive stakeholder influence. Familiarity with APAC business landscapes, procurement norms, and technology adoption patterns across Australia, Japan, Singapore, India, and South Korea is valuable. Formal training in Command of the Message and MEDDPICC is preferred.
