[Remote] Director of Strategic Accounts, South/Central (TOLA)
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.
Company Overview