Senior Solutions Engineer, Ohio Valley

• 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

• 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