Senior Solutions Engineer, Ohio Valley

THE ROLE 

Kai is hiring a Senior Solutions Engineer to cover the Ohio Valley 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 Ohio Valley 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 Ohio Valley 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 Ohio Valley 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 Ohio Valley 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 Ohio Valley 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