Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. The Principal Account Specialist, AI Governance, is a senior, entrepreneurial seller responsible for unlocking the immense AI governance opportunity within our customer base across Asia-Pacific. This role is for a passionate individual eager to drive Docker's AI governance business forward by partnering with Core Account Executives to deliver critical insights to key accounts. You will be responsible for achieving a dedicated quota for Docker AI Governance, the platform that gives enterprises one control plane to govern what AI agents can execute, reach, authenticate as, and call, spanning sandboxed agent execution, managed tool access via MCP Gateway, centralized policy enforcement, and full audit, while establishing yourself as a trusted advisor to CISOs, Platform Engineering leaders, and AI/ML leadership. RESPONSIBILITIES - Domain Expertise & Advocacy: Become the go-to expert on the Docker AI Governance platform, isolated agent execution (Sandboxes), governed tool access (MCP Gateway), centralized policy, audit, and access control, and champion its power, sharing customer success stories that illustrate business value, risk reduction, and regulatory readiness. - Territory & Account Planning: 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. - Pipeline Generation: 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. - Sales Execution: Exceed annual sales targets by quarterbacking 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. - Team Collaboration & Enablement: 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. - Deal Management: Strategize, negotiate, and close deals to drive mutual success for the customer and Docker. QUALIFICATIONS - Proven Achiever: A demonstrated track record of exceeding sales targets in a complex enterprise software environment, with the tenacity and discipline to manage sophisticated deal cycles. - AI / Security Domain Passion: 3+ years of experience selling security, DevOps, cloud infrastructure, or AI/ML platform solutions. You have a strong understanding of the challenges facing CISOs and platform engineering leaders as organizations adopt AI agents and LLM-powered workflows. - Strategic & Curious: Exceptional skills in uncovering latent customer pain, particularly around AI risk, ungoverned agent activity, and regulatory exposure (Australia's AI Ethics Framework, Singapore's Model AI Governance Framework, Japan's AI governance guidelines, and emerging APAC-specific compliance requirements), with a value

Principal Account Specialist, AI Governance (Sydney Preferred)

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