7+ years of Enterprise Security experience in solutions engineering or pre-sales roles
Broad knowledge of the enterprise security landscape
Proven track record with structured, outcome-driven POVs for large accounts
Experience selling to organizations with 20,000+ employees
Strong discovery skills to ask the right questions
Ability to connect technical outcomes to business value
Established relationships in the Southeast region
Startup experience with category-defining technology
Experience at a security platform company.
Responsibilities
Own the full pre-sales technical motion for enterprise opportunities in the Southeast region
Design and execute structured, outcome-driven POVs
Lead technical discovery to understand customer environments and threat models
Deliver compelling presentations to technical and executive audiences
Build trusted advisor relationships with security teams at major accounts
Represent Kai at industry events and security conferences
Provide field intelligence back to Product and Engineering teams.
Benefits
Fully remote, field-based role
Opportunity to influence the development of the Southeast function
Work with large enterprises in a high-ownership capacity
Engage with cutting-edge security technology
Collaborate closely with regional Account Executives.
Full Job Description
THE ROLE
Kai is hiring a Senior Solutions Engineer to cover the Southeast 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 Southeast 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 Southeast 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 Southeast 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 20,000+ 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 Southeast 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 Southeast 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
