7+ years of experience in Enterprise Security, specifically in solutions engineering or pre-sales roles.
Broad knowledge of the enterprise security landscape, capable of addressing diverse security challenges.
Proven success in managing structured, outcome-driven Proof of Value (POV) engagements with large enterprises.
Experience selling to organizations with over 10,000 employees.
Strong discovery skills to identify customer needs before demonstrations.
Ability to translate technical outcomes into tangible business value.
Established relationships within the Central region, with deep local market knowledge.
Experience in a startup environment, particularly with innovative security technologies.
Responsibilities
Own the entire pre-sales technical process for enterprise opportunities in the Central region.
Design and execute structured, outcome-focused POVs based on customer-defined metrics.
Conduct in-depth technical discovery to assess customer environments and security needs.
Deliver engaging presentations to both technical and executive stakeholders, linking platform features to business outcomes.
Build and maintain trusted advisor relationships with security teams at major enterprises.
Represent the company at industry events and security conferences throughout the Central region.
Provide valuable field intelligence to Product and Engineering teams, acting as the customer advocate.
Benefits
Fully remote work arrangement.
Opportunity to influence the development of the Solutions Engineering function.
Engagement with high-profile clients, including Global 2000 and Fortune 500 companies.
Participation in industry events and conferences.
Dynamic startup environment with innovative technology.
Full Job Description
THE ROLE
Kai is hiring a Senior Solutions Engineer to cover the Central region. This is a fully remote, field-based role.
You will own the technical sales motion in your territory - from first call through POV close - partnering directly with your regional Account Executive to bring Kai's platform to the largest enterprises in the Central market. This is a hands-on, high-ownership role. You are the technical authority in every room, and your ability to connect deep security expertise to measurable business outcomes will determine what closes and what doesn't.
We are building the SE function as we grow. The person who joins now will have direct influence on how that function operates - not just how it executes.
WHAT YOU'LL DO
Own the full pre-sales technical motion for enterprise opportunities in the Central region, partnering closely with your Account Executive from first call through signed agreement
Design and run structured, outcome-driven POVs - scoped tightly, executed cleanly, measured against customer-defined business outcomes
Lead deep technical discovery to understand each customer's environment, threat model, and existing security stack before you ever open a demo
Deliver compelling presentations and demonstrations to technical and executive audiences - security architects, SOC leadership, and CISOs - translating platform capabilities into business outcomes
Build trusted advisor relationships with security teams at Global 2000 and Fortune 500 accounts
Represent Kai at industry events, security conferences, and customer briefings across the Central region
Bring field intelligence back to Product and Engineering - you are the voice of the customer inside the company
WHAT YOU'LL BRING
Required:
7+ years of Enterprise Security experience in a solutions engineering, systems engineering, or pre-sales role
Broad enterprise security knowledge - you understand the security landscape, can speak credibly across domains, and know how to map a platform to a customer's real problems
Proven track record running structured, outcome-driven POVs with Global 2000 or Fortune 500 accounts
Experience selling into accounts with 10,000+ employees
Strong discovery skills - you ask the right questions before you ever open a demo
Ability to connect technical outcomes to business value
Deep, long-tenured experience covering the Central region, with established relationships within your territory
Startup experience bringing brand new category-defining technology into the market
Experience at a security platform company - you've sold a connected system, not a point solution
Willingness to travel 50%+ across the Central region
Preferred:
Background in detection and response, vulnerability management, exposure management, application security, security operations, or asset intelligence
Experience working within a formal enterprise sales methodology - MEDDICC/MEDDPICC, Force Management, Challenger, or similar
Familiarity with AI/ML security concepts or AI-native platforms
Prior involvement in building or refining a POV framework or SE playbook
