Sales Engineer

*Fully remote from Japan, Tokyo* Big Ideas. Real People. At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod. We’re looking for driven and talented people like you to join our Sales team and our mission to change the future of cloud security. Ready to dive in and swim with our pod? Highlights: High-growth: Over the past seven years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities. Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud, so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company. Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence. Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry. About the Role: Orca Security is looking for a talented and passionate Sales Engineer to help drive our growth in Japan. In this role, you’ll partner closely with our Enterprise Sales team and channel partners to lead technical sales engagements, demonstrate the value of Orca’s cloud security platform, and help customers solve complex cloud security challenges. You’ll serve as a trusted technical advisor, guiding customers through technical discovery, product demonstrations, proof-of-concept evaluations, and solution design. A key part of this role is enabling our partner ecosystem in Japan. You’ll work with resellers, distributors, and system integrators to develop their technical expertise and support joint sales opportunities. We’re looking for someone who combines hands-on technical expertise with strong communication skills, commercial awareness, and a passion for cloud security. What You’ll Do: Partner with Account Executives to lead technical discovery, product demonstrations, proof-of-concept engagements, and technical evaluations throughout the enterprise sales cycle. Own the technical win strategy by defining success criteria, addressing technical objections, and demonstrating measurable customer value. Build trusted relationships with security teams, cloud architects, DevSecOps practitioners, and executive stakeholders, translating complex security challenges into business outcomes. Enable channel partners, distributors, resellers, and system integrators through technical training, workshops, and joint customer engagements, helping them independently position and demonstrate Orca’s solutions. Collaborate with Sales and Channel teams to develop account strategies, support partner-led opportunities, and drive regional revenue growth. Serve as a technical expert on Orca’s cloud security platform, including CNAPP, CSPM, CWPP, vulnerability management, identity security, application security, and emerging AI security use cases. Share customer feedback, competitive insights, and market requirements with global Product, Engineering, and Sales Engineering teams. Represent Orca at customer workshops, partner events, industry conferences, and technical forums across Japan. What You Bring: Professional fluency in Japanese is required, with the ability to independently lead technical presentations, customer meetings, and partner training. Business-level English proficiency to collaborate with global teams. 3+ years of experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a similar customer-facing technical role. Strong hands-on experience with at least one major public cloud platform: AWS, Microsoft Azure, or Google Cloud. Experience with cloud security, cybersecurity architecture, vulnerability management, or related security technologies. Understanding of cloud-native architectures, including containers, Kubernetes, networking, IAM, and cloud infrastructure. Experience delivering technical demonstrations, leading proof-of-concept evaluations, and presenting to technical and executive audiences. Experience working with channel partners, distributors, resellers, or system integrators. Excellent communication, problem-solving, and presentation skills, with the ability to connect technical capabilities to business value. Ability to manage multiple opportunities independently in a fast-paced environment. Willingness to travel within Japan for customer engagements, partner meetings, and events, with occasional international travel. Nice to Have Experience with CNAPP, CSPM, CWPP, CIEM, DSPM, or other cloud security technologies. Familiarity with application security, DevSecOps, AI security, and Infrastructure as Code. Hands-on experience with Kubernetes, Docker, Terraform, Python, APIs, or automation tools. Experience working with Japanese enterprise customers and major system integrators. Relevant AWS, Azure, Google Cloud, or cybersecurity certifications. Previous experience at a cybersecurity vendor or high-growth technology company. Why Orca? At Orca Security, we’re helping organizations secure their cloud environments through comprehensive visibility, actionable insights, and smarter risk prioritization. As a Sales Engineer in Japan, you’ll play an important role in expanding Orca’s market presence, supporting enterprise customers, and strengthening our partner ecosystem. You’ll work with innovative technology, collaborate with talented teams around the world, and help organizations address some of today’s most important cloud security challenges. #LI-ORCA