--- title: 'Sr. Sales Engineer - Japan at Witness AI' canonical: 'https://feeny.ai/job/sr-sales-engineer-japan-witness-ai-remote-yzsah6a103a3' type: 'job' last_seen: '2026-09-06' --- # Sr. Sales Engineer - Japan at Witness AI - **Company:** Witness AI - **Location:** Remote - **Employment:** full-time - **Work type:** remote - **Posted:** 2026-07-15 - **Last confirmed live:** 2026-09-06 - **Apply:** https://jobs.ashbyhq.com/witnessai/2674ec49-4e29-463f-b6a4-07277aac23e6 ## Job description Job Title: Senior Sales Engineer Location: Japan Reports to: Head of Sales Engineering ## COMPANY OVERVIEW Witness AI invented intent-based AI security. While legacy tools monitor what users say to AI, we understand what they're trying to accomplish - stopping jailbreaks, data exfiltration, and shadow AI before damage occurs. We provide visibility into how employees and systems use AI - capturing prompts, responses, and agent activity - so security teams can monitor risk, investigate incidents, and enforce guardrails in real time. ## ROLE OVERVIEW The Senior Sales Engineer occupies a pivotal role, bridging the gap between our technological solutions and the demands of our clientele by delivering comprehensive technical proficiency, exemplary pre-sales advisory services, and solution architecture design. This position requires close interaction with enterprise-level clients to showcase the platform's functionalities, align technology with customer specifications, and facilitate seamless implementation and adoption. ## KEY RESPONSIBILITIES - Collaborate with the sales team to understand customer requirements and craft tailored AI governance solutions.. - Conduct compelling product showcases, proof-of-concepts, and presentations illustrating the platform's functionalities. - Translate technical capabilities into clear, customer-focused benefits and outcomes. - Engage directly with clientele to articulate technical value propositions, addressing technical inquiries and objections effectively. - Architect integration strategies between our AI governance software and existing customer technologies, including SASE, firewall solutions, Windows and Mac operating systems, APIs, and SIEM tools. - Collaborate closely with product management and engineering teams to represent customer feedback, influence product roadmap, and ensure alignment with market requirements. - Remain informed regarding sector developments, specifically in relation to cybersecurity, AI compliance, data governance, and emerging regulatory frameworks. - Participate in industry gatherings, webinars, and seminars to enhance brand prominence and thought leadership. ## QUALIFICATIONS - Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field; Master's degree or relevant certifications preferred. - Minimum of 5-7 years of experience in a technical pre-sales, solutions architect, or sales engineering role, ideally within enterprise software, cybersecurity, or AI governance spaces. - Strong familiarity and experience with: - Secure Access Service Edge (SASE) (e.g., Zscaler, Netskope, Cato Networks, etc.) - Firewall technologies (e.g., Palo Alto Networks, Fortinet, Cisco, Check Point) - Windows and Mac operating systems environments - API integration and management - Security Information and Event Management (SIEM) solutions (e.g., Splunk, QRadar, etc.) - Exceptional presentation, communication, and customer-facing skills with the ability to engage technical and business audiences. - Ability to articulate complex technical topics clearly and persuasively. - Comfortable managing multiple priorities simultaneously in a fast-paced, dynamic environment. - Proven track record of effectively collaborating across departments, including sales, product, and engineering teams. WHY JOIN US? - Impact: Be a key player in scaling a high-growth SaaS startup and directly influencing revenue. - Growth: Opportunity for personal and professional growth in an evolving startup environment. - Culture: Join a collaborative, innovative, and passionate team focused on solving real-world problems. ## BENEFITS - Hybrid work environment. - Competitive salary. - Health, dental, and vision insurance. - 401(k) plan. - Opportunities for professional development and growth. - Generous vacation policy. ## SALARY $138K-$177K 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 - [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 - [Sr. Sales Engineer - Southeast](https://feeny.ai/job/sr-sales-engineer-southeast-witness-ai-remote-rz3dphtb4708) - [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)