Senior Sales Engineer, Strategic Accounts (US)

We are seeking a highly consultative, commercially minded Senior Sales Engineer to support our most strategic accounts. This role is a critical technical seller position, owning pre-sales technical strategy, shaping customer requirements early, and influencing outcomes in complex, competitive sales cycles.

Responsibilities

Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams; Shape technical requirements early in the sales cycle; Design, position, and execute structured PoCs/PoVs; Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings; Translate complex AI security and governance capabilities into clear business value narratives; Establish credibility as a trusted advisor on responsible AI practices, secure AI model lifecycle management, software supply chain integrity, container and artifact security, and DevSecOps; Guide customers in implementing governance controls; Provide architectural guidance for agentic AI development environments, policy-as-code enforcement, and identity/access governance for AI workloads; Build, own, and expand relationships with technical champions; Advocate for customer needs with Product and Engineering; Develop reusable technical assets; Support competitive sales motions

Requirements

Proven experience as a Sales Engineer, Solutions Engineer, or Solution Architect in complex enterprise sales; Strong experience running competitive PoCs/PoVs with clearly defined success and exit criteria; Ability to engage credibly with senior technical and business stakeholders; Solid understanding of cloud platforms (AWS, Azure, GCP), containers, DevOps, and modern application architectures; Must be fluent in English; Excellent communication, influence, and stakeholder management skills; Willingness to travel to customer sites up to 25%

Nice to have

Experience with Docker, container ecosystems, or adjacent technologies strongly preferred; Development, Agentic AI dev, Software Development Lifecycle and/or Software Supply Chain experience strongly preferred

Benefits

Remote-first by design; Flexibility that fits your life; Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break; Home office support; Technology stipend – Equivalent to US$100 net per month; Learning & development annual stipend; Parental leave – 16 weeks of paid parental leave after six months of employment; Equity for all full-time employees; Comprehensive benefits – Medical, retirement, and paid holidays vary by country; Docker swag