CDM and H&S Consultant

Docker; Remote; GBP 70,000 - 90,000; Full time

Job summary

A leading cybersecurity firm in the UK is seeking a Principal Account Specialist for security responsible for driving their security initiatives. The ideal candidate will have expertise in sales execution, territory planning, and pipeline generation, while collaborating with internal teams to meet and exceed sales targets. The role offers several benefits, including paid parental leave, technology stipends, and equity sharing in the company's success, all while promoting a collaborative team environment.

Benefits

16 weeks of paid parental leave

Technology stipend of $100 net/month

PTO plan

Quarterly company-wide hackathons

Training stipend for conferences

Equity

Docker swag

Medical benefits and retirement options

Responsibilities

• Become an expert on Docker's Security portfolio and advocate for its value.
• Create and execute a territory plan to identify security opportunities.
• Generate new leads through proactive prospecting.
• Exceed annual sales targets managing the security sales cycle.
• Educate internal teams on identifying security opportunities.

Skills

Sales execution

Pipeline generation

Domain expertise in security

Territory planning

Team collaboration

Job description

The Principal Account Specialist, Security, is a senior, entrepreneurial seller responsible for unlocking the immense security opportunity within our customer base. This role is for a passionate individual eager to drive our security 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's security portfolio - starting with Docker Hardened Images (DHI) and Docker Scout - while establishing yourself as a trusted advisor to CISOs and Platform Leaders.

Responsibilities

• Domain Expertise & Advocacy: Become the go-to expert on the Docker Security portfolio and champion its power, sharing customer success stories to illustrate its business value and impact.
• Territory & Account Planning: Create and execute a dynamic territory plan to identify and prosecute high-potential security opportunities in partnership with the Core AE team.
• Pipeline Generation: Generate new leads through proactive prospecting and enable the Core AE team to effectively qualify inbound opportunities for the security portfolio.
• Sales Execution: Exceed annual sales targets by quarterbacking the entire security sales cycle, from technical discovery and value justification to closing complex, multi‑stakeholder deals.
• Team Collaboration & Enablement: Educate and empower internal teams (Core AEs, SEs, Sales Leaders) to effectively identify and advance security opportunities through formal and informal enablement.
• Deal Management: Strategize, negotiate, and close deals to drive mutual success for the customer and Docker.
• Product & Company Mastery: Gain a deep understanding of the Docker Security portfolio (DHI & Scout), our value proposition, competitive landscape, and the existing sales playbook.
• Internal Relationship Building: Begin establishing strong, collaborative relationships with the key Core AEs, SEs, and RVPs in your assigned territory.
• Pipeline Familiarization: Start to get acquainted with the inbound lead queue and top target accounts, reviewing account histories and identifying initial points of entry.

First 90 Days

• Field Execution: Be actively running your own discovery calls, building a qualified pipeline, and co‑selling with Core AEs on initial opportunities.
• Strategic Planning: Develop a detailed territory plan that outlines your strategy for pipeline generation and account penetration for the security portfolio.
• Forecasting & Reporting: Establish a predictable and accurate forecast for your business and begin providing strategic updates on regional forecast calls.

One‑Year Outlook

• Achieving Sales Targets: Meet or exceed the initial sales targets set for the security portfolio, successfully closing foundational "lighthouse" deals that can be used as references.
• Strategic Impact: Be recognized internally as the go‑to expert and trusted advisor for all things related to Docker Security, actively contributing to the enablement and success of your AE partners.
• Process Refinement: 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.

Our team thrives on a collaborative, value‑driven selling approach. If you enjoy the thrill of hunting for and closing complex deals while contributing to a supportive, high‑performance team environment, you'll find a great fit here. As you focus on our security platform, you'll become a critical expert driving the success of Docker's most important new security initiatives.

Benefits

• 16 weeks of paid parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Quarterly, company‑wide hackathons
• Training stipend for conferences, courses and classes
• Equity; we are a growing start‑up and want all employees to have a share in the success of the company
• Docker swag
• Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. Due to the remote nature of this role, we are unable to provide visa sponsorship.