Note: The job is a remote job and is open to candidates in USA. Kai is an AI company focused on rebuilding cybersecurity for the machine-speed era. They are seeking a Director of Strategic Accounts to own the Southeast region, building pipeline from scratch and closing deals with major enterprises in the market.
Responsibilities
- Own the full sales cycle from prospecting to close across enterprise accounts in the Southeast territory
- Build and manage your own pipeline — you are the hunter, the closer, and the relationship owner
- Engage C-level decision-makers across security, IT, compliance, and engineering — CISOs, CIOs, security architects, and their teams
- Run a structured, outcome-driven sales process through complex, multi-stakeholder enterprise deals
- Collaborate with Solutions Engineering to deliver compelling demonstrations and manage POVs that are measured against customer business outcomes
- Work closely with Product and Engineering to bring field intelligence back into the roadmap — you are the voice of the customer inside the company
- Provide real-time feedback on messaging, pricing, and competitive positioning as Kai's go-to-market motion continues to evolve
Skills
- 8+ years of B2B enterprise software sales experience, with a track record of closing 6- and 7-figure deals with Global 2000 or Fortune 500 accounts
- Proven ability to hunt — you build your own pipeline, open net-new logos, and don't rely on inbound or existing relationships to hit your number
- Startup or high-growth company experience — you have sold in an environment where the brand didn't carry the deal, and you earned every win
- Background in cybersecurity or adjacent technical security categories — you can speak credibly to CISOs, security architects, and SOC leaders
- Deep experience running consultative, multi-stakeholder sales cycles with C-level security and IT executives
- Fluency in a formal enterprise sales methodology — MEDDICC, MEDDPICC, Force Management, Challenger, or equivalent
- Based in the Southeast, US, with deep market knowledge and established relationships
- Experience selling into accounts undergoing security modernization or AI-driven transformation initiatives
- Familiarity with AI-native platforms or emerging security technology categories
Benefits
- Well-funded: With $125M raised, we have the capital, runway, and resolve to rebuild cybersecurity from first principles.
- Proven: We've earned the trust of Fortune 500 and Global 1000 companies, and we're just getting started.
- Experienced founders: Our founding team consists of second-time entrepreneurs, each with over 20 years of experience in the cybersecurity industry.
- World-class leadership team: Our Heads of AI, Engineering, and Product bring extensive experience from some of the world’s most influential companies, ensuring top-tier mentorship, direction, and vision.
- Frontier AI Applied Research Team: Our researchers operate at the leading edge of agentic AI systems, translating breakthrough capabilities into real-world cybersecurity applications.
- Generous compensation: We offer highly competitive salaries, equity options, and a supportive work environment. Your contributions will be valued and rewarded as we grow together.
Company Overview