Director of Strategic Accounts, South/Central (TOLA)

LOCATION

TOLA, US — remote, field-based.

THE ROLE

Kai is hiring a Director of Strategic Accounts to own the TOLA territory. This is a hunter role — you are building pipeline from scratch, opening doors at the largest enterprises in the market, and closing deals that matter.

You will work directly with security leaders at Global 2000 and Fortune 500 accounts, navigating complex multi-stakeholder sales cycles and bringing a genuinely new category of AI-native security platform to market. This is not a role for someone who lets the brand do the work. Kai is early, ambitious, and winning — and the person who joins now will have direct influence over how the sales motion is built.

WHAT YOU'LL DO

Own the full sales cycle from prospecting to close across enterprise accounts in the TOLA 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

WHAT YOU'LL BRING

Required:

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 Southcentral US, with deep market knowledge and established relationships in the TOLA region

Preferred:

Experience selling into accounts undergoing security modernization or AI-driven transformation initiatives

Familiarity with AI-native platforms or emerging security technology categories

Kai is the AI company rebuilding cybersecurity for the machine-speed era. Founded by second time founders and trusted by Fortune 500 enterprises, Kai is building a future where security has no categories, no silos, and no human speed bottlenecks. The Kai Agentic Platform replaces fragmented, human-limited workflows with agentic AI systems that continuously contextualize, assess, reason, and execute security work at the speed of thought - making human defenders, superhuman.

Why Kai?

$125M in Funding: We are well-funded and have the resources to innovate and scale rapidly.

Proven Early Success with Fortune 500 Customers: We have started partnering with Fortune 500 companies, marking early success and growing trust in our innovative solutions. This highlights the immense potential and reliability of our AI-powered cybersecurity offerings.

Experienced Leadership: Our founding team consists of second and third-time entrepreneurs, each with over 25 years of experience in the cybersecurity industry. Their proven expertise and vision drive our ambitious goals, positioning us to lead in AI-powered cybersecurity.

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.

Cutting-Edge AI Solutions: Our team leverages the most advanced AI technologies, including Large Language Models (LLMs) and Generative AI.

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.

Cybersecurity Knowledge Preferred but Not Required: While experience in cybersecurity is a plus, we are primarily seeking top-tier talent in microservices architecture, software development, and/or DevOps who are passionate about solving complex problems.