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 lead sales efforts in the TOLA territory, engaging with top-tier clients and managing complex sales cycles.

Responsibilities

• 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

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 Southcentral US, with deep market knowledge and established relationships in the TOLA region
• Experience selling into accounts undergoing security modernization or AI-driven transformation initiatives
• Familiarity with AI-native platforms or emerging security technology categories

Benefits

• Generous Compensation: We offer highly competitive salaries, equity options, and a supportive work environment.

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