--- title: 'Sr. Channel Sales Engineer at Witness AI' canonical: 'https://feeny.ai/job/sr-channel-sales-engineer-witness-ai-remote-63379xfz9j32' type: 'job' last_seen: '2026-10-18' --- # Sr. Channel Sales Engineer at Witness AI - **Company:** Witness AI - **Location:** Remote - **Employment:** full-time - **Work type:** remote - **Posted:** 2026-10-02 - **Last confirmed live:** 2026-10-18 - **Apply:** https://jobs.ashbyhq.com/witnessai/bb08b164-13c5-4415-b553-764560f2c318 ## Job description Job Title: Sr. Channel Sales Engineer Location: Remote Reports to: VP Global Sales Engineering About WitnessAI: WitnessAI is the unified AI security and governance platform enterprises trust to govern and protect all AI activity. We provide complete, network-level visibility into every interaction including employees and autonomous agents, even in native apps where legacy tools are blind. Unlike security that relies on outdated keywords, our platform understands intent, enabling intelligent policies that stop novel threats like prompt injection while empowering productivity. WitnessAI transforms security from a bottleneck into the enabler of your AI strategy as the confidence layer for enterprise AI. ## The Role As a Sr. Channel Sales Engineer, you are the technical lead for our partner ecosystem. You make resellers, distributors, MSSPs, and system integrators good at selling and deploying WitnessAI, and you join their deals when it counts. This is a hands-on role. You will set the standard for how partners run demos and proofs of concept, and bring partner feedback back to Product and Sales. You work day to day with the Channel team, Sales Engineering, Product, and Marketing. ## What You'll Do - Enable partner technical teams. Train partner sales engineers and architects on the WitnessAI platform, the AI security market, and how to position us against legacy tools. Run onboarding, certification, and refresher sessions. - Support partner-led deals. Join partner calls and customer meetings to run demos, answer technical questions, and scope requirements. Step in on strategic deals, then coach partners to run the next one on their own. - Run proofs of concept. Define POC plans and success criteria with partners and customers. Guide the deployment, troubleshoot issues, and drive each POC to a clear decision. - Build partner technical assets. Create reference architectures, demo environments, deployment guides, battlecards, and talk tracks that partners can use without us in the room. - Partner on pipeline. Work with Channel Sales and Marketing on joint campaigns, workshops, and events. Help partners identify AI security use cases inside their existing customer base. - Answer security reviews and RFPs. Handle technical questionnaires, architecture reviews, and RFP responses that come through partners. - Bring back what you hear. Share partner and customer feedback with Product and Engineering. Flag integration gaps, competitive losses, and feature requests with specifics. - Represent WitnessAI. Present at partner events, conferences, and customer briefings. ## What We're Looking For - 7+ years in pre-sales, sales engineering, or technical consulting, with at least 3 years supporting channel or partner sales. - A working understanding of network security, cloud infrastructure, identity, and data security. Familiarity with AI/ML or generative AI use cases is a strong plus. - A record of enabling partners to sell and deploy technical products, and of helping close six- and seven-figure deals through the channel. - Hands-on experience running demos and POCs end to end, including deployment and troubleshooting. - Experience working with resellers, distributors, MSSPs, or global system integrators. - Clear communication. You can explain a complex architecture to an engineer in the morning and a CISO in the afternoon. - Willingness to travel for partner and customer meetings and events. ## Nice to Have - Background at a cybersecurity vendor, especially in SASE, secure web gateway, CASB, DLP, or zero trust. - Experience building a partner enablement or certification program from scratch. - Existing relationships with security-focused VARs, MSSPs, or distributors. - Experience with partner portals and deal registration tools, plus CRM tools such as Salesforce. - Security or cloud certifications such as CISSP, AWS, Azure, or GCP. - Prior startup experience, where you built process because none existed. ## Why Join Us - Build the technical foundation of our channel program in a new and fast-growing category. - Sell a product that solves one of the biggest problems in enterprise AI adoption. - Work directly with Sales, Product, and Engineering. Your feedback shapes the roadmap. - Competitive compensation and meaningful equity. - Backing from top investors and advisors in AI, cybersecurity, and enterprise software. Benefits: - Competitive salary and equity - Health, dental, and vision insurance - 401(k) plan - Opportunities for professional development and growth - Generous vacation policy Salary range: $260,000 - $295,000 OTE (The exact salary will be determined based on the selected candidate's location, qualifications, experience, and relevant skills.) ## About Witness AI ## Company Overview - **One-liner**: WitnessAI provides a unified AI security and governance platform that helps enterprises observe, control, and protect all AI activity across employees, models, applications, and agents. - **Entity Type**: Private (Venture-backed) - **Headquarters**: Mountain View, California, United States - **Founded**: 2023 - **Founders**: Rick Caccia (CEO), Jordan Blake (former CTO, left Apr 2026), Gil Spencer (former CTO, left Mar 2026), Roger Thornton (Co-Founder & Board Member) ## Core Business - **Primary industry**: AI Security & Governance / Data Security Software Products - **Target customers**: Enterprise IT security leaders, large organizations deploying AI across workforces (B2B, Enterprise) - **Mission**: To make AI safe for the enterprise — enabling innovation without sacrificing security or control. ## Products & Services - **WitnessAI Platform**: A unified, AI-native platform providing visibility, control, and runtime security for all AI interactions. Key capabilities include: - **Observe**: Shadow AI discovery, real-time inventory of AI apps, agents, and MCP servers; classify interactions by type and intent. - **Control**: Intelligent prompt routing, role/department-based policies, granular audit trails, real-time data redaction for compliance (PCI DSS 4.0.1), and enforcement across employees and AI agents. - **Protect**: Runtime security against prompt injections, jailbreaks, and data exfiltration; bidirectional content guardrails; automated AI red-teaming; protection for customer-facing AI interactions. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed - **Key Metric**: **Total Funding**: $85.5M (across 3 rounds) - Venture Round (Jan 2026): $58.0M (5 investors) - Series A (May 2024): $27.5M (led by Google Ventures, Ballistic Ventures) - Non-Equity Assistance (Mar 2025): AWS & Crowdstrike Cybersecurity Accelerator - **Notable Investors/Partners**: Google Ventures, Ballistic Ventures, Sound Ventures, Forgepoint Capital, Fin Capital, Qualcomm Ventures, Samsung Ventures, AWS, CrowdStrike - **Growth Signals**: - Headcount grew **92.5% YoY** (76 employees as of mid-2026) - Operates in 5 countries (US, India, Egypt, UK, Japan) - LinkedIn followers: 7,454 (up 138.3% YoY) - Recent integrations with F5 BIG-IP, support for Microsoft Copilot governance - Appointed retired U.S. Army General Paul M. Nakasone to the Board of Directors (Dec 2024) ## Competitive Advantages - **AI-native architecture**: Built from the ground up for the AI era, not retrofitted on legacy security stacks — designed to evolve across ML, GenAI, and agentic AI. - **Single-tenant, data-sovereign design**: Meets strict enterprise compliance needs (PCI DSS, data sovereignty) with granular audit trails and real-time data masking. - **Agent-ready**: Governs both human employees and AI agents, tracing every agent action to a human identity, enforcing control over MCP servers and tools. - **Network-level visibility + lightweight API deployment**: Offers deep visibility without heavy agent installation. - **Strong leadership pedigree**: CEO Rick Caccia (Palo Alto Networks, Google, Symantec, ArcSight, Exabeam); team includes veterans from Palo Alto Networks (6), Zscaler (2), SentinelOne, Microsoft. ## Strategic Focus - **Scale enterprise adoption**: Expanding platform capabilities to cover the full spectrum of AI usage (employees, agents, customer-facing apps). - **Deepen compliance & regulatory readiness**: Meeting global regulations (PCI DSS, GDPR, etc.) and enabling safe AI usage in regulated industries. - **Agentic AI governance**: Leading the shift to secure AI agents and autonomous workflows, with runtime controls for agent actions. - **Global expansion**: Building presence in EMEA and APAC (UK, Japan) to serve multinational enterprises. ## Why Work Here - **Remote-first, office-ready**: Work from anywhere in the U.S. with a home office stipend; Bay Area office available with weekly lunches and stocked kitchen. - **Flexible PTO**: Take the time you need. - **Comprehensive benefits**: Medical, dental, vision (HSA/FSA options), life & disability insurance, 401(k) with pre-tax/Roth options. - **Culture**: Described as a mix of top-tier security talent (Palo Alto Networks, Zscaler, Exabeam alumni) building something foundational. Emphasis on "making AI safe for the enterprise" — a mission-driven environment. - **Growth stage**: 76 employees with 92.5% YoY growth — early enough for impact, established enough with $85.5M funding for stability. - **Engineering focus**: Strong technical team (26% of staff in technical roles), building a platform that spans security, AI, and data governance. ## Sources 1. [witness.ai](https://witness.ai/) 2. [witness.ai/about-us](https://witness.ai/about-us/) 3. [witness.ai/careers](https://witness.ai/careers/) 4. [jobs.ashbyhq.com/witnessai](https://jobs.ashbyhq.com/witnessai) 5. [linkedin.com/company/witnessai](https://www.linkedin.com/company/witnessai) ## Other roles at Witness AI - [Regional Sales Director](https://feeny.ai/job/regional-sales-director-witness-ai-remote-wsw9yt15fyy3) - [Field Marketing Manager](https://feeny.ai/job/field-marketing-manager-witness-ai-remote-5af71jsd5t27) - [Machine Learning Engineer](https://feeny.ai/job/machine-learning-engineer-witness-ai-bay-area-p29j1tnrbe34) — Bay Area - [Sales Development Representative](https://feeny.ai/job/sales-development-representative-witness-ai-atlanta-mdpqcj47jj6m) — Atlanta, GA - [Technical Support Engineer](https://feeny.ai/job/technical-support-engineer-witness-ai-remote-ftwwvtw4ca3z) - [Technical Account Manager](https://feeny.ai/job/technical-account-manager-witness-ai-remote-554hvh6pjke9)