Sr. Sales Engineer - Japan
Sales
WFA Digital Insight
Seeing an AI‑security startup looking for a senior sales engineer based in Japan is unusual, and Witness AI makes the role especially technical. The position sits at the intersection of pre‑sales consultancy and deep integration work, requiring you to translate intent‑based AI protection into concrete benefits for enterprise buyers. Daily interaction with the sales team and direct demos means you’ll need both polished presentation skills and hands‑on experience with SASE, firewalls, Windows/Mac environments, APIs and SIEM platforms. Because the product monitors prompts and responses in real time, the engineer also feeds customer feedback into product road‑maps, giving a rare voice in product direction. Candidates should be comfortable juggling customer workshops, proof‑of‑concept builds, and cross‑functional collaboration across product and engineering.
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.
- 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.
- 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 - Remote work environment.
- Competitive salary.
- Health, dental, and vision insurance.
- 401(k) plan.
- Opportunities for professional development and growth.
- Generous vacation policy.
How to Stand Out
- Highlight any hands‑on projects where you integrated SASE, firewalls, or SIEM tools with a SaaS solution; concrete examples win interviews.
- Prepare a short demo walkthrough of the Witness AI platform (or a similar product) to showcase your ability to communicate technical value quickly.
- Emphasize your experience with Japanese corporate environments and any bilingual communication skills, as they will differentiate you.
- Bring a portfolio of past proof‑of‑concept documents or architecture diagrams; recruiters often ask for these during the technical interview.
- Research recent AI‑security incidents and be ready to discuss how intent‑based monitoring could have mitigated them.
- When salary discussions arise, reference the OTE range provided and negotiate based on your years of experience and remote‑work cost of living.
- Watch for vague promises about “equity” without details; ask for clarification on vesting schedules and stock‑option plans before accepting.
This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.