Strategic Accounts Director - Northeast (Hunter)

Kai; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

Kai is seeking a Director of Strategic Accounts to own the Northeast territory from New York City. This hunter role builds pipeline from scratch, opens doors at Global 2000/Fortune 500 accounts, and closes high-value enterprise deals that shape a new AI-native security platform.

You will engage security, IT, and business leaders, drive a structured sales process, and partner with Solutions Engineering, Product, and Engineering to translate field insights into the roadmap.

Qualifications

• 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 your own pipeline, open net-new logos.
• Startup or high-growth company experience where the brand didn’t 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 New York City with deep market knowledge and established relationships in the Northeast.

Responsibilities

• Own the full sales cycle from prospecting to close across enterprise accounts in the Northeast territory, with a focus on New York City and surrounding markets
• 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

Enterprise software sales

Pipeline building

C-level engagement

Cybersecurity knowledge

MEDDICC/Challenger

New York-based

Job description

Kai is seeking a Director of Strategic Accounts to own the Northeast territory from New York City. This hunter role builds pipeline from scratch, opens doors at Global 2000/Fortune 500 accounts, and closes high-value enterprise deals that shape a new AI-native security platform.

You will engage security, IT, and business leaders, drive a structured sales process, and partner with Solutions Engineering, Product, and Engineering to translate field insights into the roadmap.