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About the Role
Kai is hiring our founding Director of Strategic Accounts to own the EMEA territory and help build our international business. This is a hunter role focused on building pipeline from scratch, opening doors at the largest enterprises, and closing significant deals. You will work directly with security leaders at Global 2000 and Fortune 500 accounts, navigating complex sales cycles and bringing a new category of AI-native security platform to market. This role requires an individual who can actively build the sales motion in an early-stage, ambitious company.
Responsibilities
- Own the full sales cycle from prospecting to close across enterprise accounts in the EMEA territory, with a focus on the UK and surrounding markets
- Build and manage your own pipeline as a hunter, closer, and relationship owner
- Engage C-level decision-makers across security, IT, compliance, and engineering
- Run a structured, outcome-driven sales process through complex, multi-stakeholder enterprise deals
- Collaborate with Solutions Engineering to deliver compelling demonstrations and manage POVs measured against customer business outcomes
- Work closely with Product and Engineering to bring field intelligence back into the roadmap
- Provide real-time feedback on messaging, pricing, and competitive positioning
Requirements
- 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, build pipeline, and open net-new logos without relying on inbound leads
- Experience selling in a startup or high-growth company environment where the brand did not carry the deal
- Background in cybersecurity or adjacent technical security categories
- 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 UK with deep market knowledge and established relationships in EMEA
- Experience selling into accounts undergoing security modernization or AI-driven transformation initiatives (Preferred)
- Familiarity with AI-native platforms or emerging security technology categories (Preferred)
- Must have the legal right to work in the United Kingdom without visa sponsorship
Skills
- B2B enterprise software sales
- Pipeline generation
- Enterprise account management
- C-level engagement
- Consultative selling
- Sales methodology (MEDDICC, MEDDPICC, Force Management, Challenger, or equivalent)
- Cybersecurity sales
- AI-native platforms
- Emerging security technologies
Location
- United Kingdom — remote, field-based
Work Type
- Remote
- Field-based
Experience Level
- 8+ years of B2B enterprise software sales experience
- Experience selling in a startup or high-growth company
Salary/Compensations
- Highly competitive salaries
Benefits
- Equity options
- Supportive work environment
About the Company
- Kai is the AI company rebuilding cybersecurity for the machine-speed era.
- Founded by second-time founders and trusted by Fortune 500 enterprises.
- Building a future where security has no categories, no silos, and no human speed bottlenecks.
- The Kai Agentic AI Platform replaces fragmented, human-limited workflows with agentic AI systems that continuously contextualize, assess, reason, and execute security work at machine speed.
- Well-funded with $125M raised.
- Proven track record with Fortune 500 and Global 1000 companies.
- Experienced founders with over 20 years in cybersecurity.
- World-class leadership team with extensive experience from influential companies.
- Frontier AI Applied Research Team operating at the leading edge of agentic AI systems.
Equal Opportunity
- Kai is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.