Senior Solutions Engineer

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