Kai

Role Description Kai is hiring a Director of Strategic Accounts to own the Northeast territory out of New York City. This is a hunter role — you are building pipeline from scratch, opening doors at the largest enterprises in the market, and closing deals that matter. You will work directly with security leaders at Global 2000 and Fortune 500 accounts, navigating complex multi-stakeholder sales cycles and bringing a genuinely new category of AI-native security platform to market. This is not a role for someone who lets the brand do the work. Kai is early, ambitious, and winning — and the person who joins now will have direct influence on how the sales motion is built. What You'll Do - 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. 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 — 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 New York City with deep market knowledge and established relationships in the Northeast. Preferred - Experience selling into accounts undergoing security modernization or AI-driven transformation initiatives. - Familiarity with AI-native platforms or emerging security technology categories.

Role Description We’re looking for a Senior Software Engineer with deep experience in static analysis and systems engineering to own and evolve our core analysis platform. At Kai, we build advanced static analysis technology that helps engineering and security teams determine which vulnerabilities are actually reachable and exploitable in production - not just flagged by dependency scans. Our engine works at the IR and bytecode layers, tracing control flow and data flow across large codebases to cut false positives and improve how teams prioritize risk. We support Java and Go today, with analysis built for real-world complexity: reflection, indirect calls, dynamic dispatch, and cross-package flows. In this role, you’ll be a technical decision-maker on how that platform grows - shaping analysis architecture, defining what reachability and exploitability mean in practice, and balancing precision, coverage, and performance as we scale. Qualifications - 7+ years of software engineering experience, with 4+ years in static analysis, program analysis, compiler infrastructure, or closely related domains. - Deep understanding of core program analysis concepts: - Control-flow and data-flow analysis - Call graph construction - Inter-procedural analysis - Taint tracking and reachability analysis - Hands-on experience working with IRs, bytecode, ASTs, or compiler/analysis pipelines - not just using tools, but understanding how analysis is built. - Strong programming skills in Java, Go, C++, or comparable systems/backend languages, with comfort working across analysis engine codebases. - Practical experience handling real-world language and runtime complexity - reflection, dynamic dispatch, indirect calls, and framework-specific behavior. - Experience building scalable analysis or backend systems for large, production codebases, with attention to performance and reliability. - Technical judgment and ownership - able to make architecture and trade-off decisions, drive design direction, and work effectively with minimal oversight. - Comfort operating in a fast-moving startup environment, balancing depth of analysis with shipping velocity and product impact. Requirements - Deep experience with LLVM, MLIR, SSA-based analysis, or comparable compiler/analysis IRs—and judgment on when to build vs. integrate existing frameworks. - Background in application security or vulnerability analysis, with practical understanding of reachability, exploitability, and how security teams triage and remediate findings. - Experience building developer tooling, compilers, or security infrastructure at scale—where correctness, performance, and usability all matter. - Familiarity with program analysis research, with interest in applying academic advances to real-world codebases and product constraints. - Track record of technical leadership - architecture decisions, design reviews, mentoring, or driving cross-functional initiatives in complex engineering domains. What You’ll Do - You’ll be a technical decision-maker on our static analysis platform: defining how we analyze code at scale, what “reachable” and “exploitable” mean in practice, and where we invest for accuracy, coverage, and performance. - Own the technical direction of our static analysis stack—from IR/bytecode analysis through inter-procedural CFG and data-flow systems—and make principled trade-offs between precision, scalability, and time-to-ship. - Define and evolve reachability and exploitability models for application and dependency vulnerabilities, aligning analysis outputs with how security teams prioritize and remediate risk. - Set standards for analysis quality across complex real-world patterns (reflection, dynamic dispatch, indirect calls, framework-specific behavior) and decide which gaps to solve with deeper analysis vs. heuristics vs. ecosystem integration. - Drive language and runtime expansion by evaluating coverage gaps, sequencing language support, and choosing the right abstractions so new languages don’t require reinventing the core engine. - Lead performance and scalability initiatives for enterprise-scale codebases—profiling bottlenecks, shaping architecture for parallel/distributed analysis, and establishing measurable targets for throughput and resource use. - Partner with security researchers to translate emerging threat models and vulnerability classes into concrete analysis capabilities, test cases, and product requirements. - Collaborate with platform engineers on APIs, CI/CD integration, and developer workflows so analysis results are actionable in production pipelines—not just technically correct. - Guide engineering execution through design reviews, technical specs, and hands-on prototyping; mentor engineers on program analysis concepts and our analysis architecture. - Identify and champion patentable and foundational innovations that strengthen our long-term technical moat in code security analysis.

Role Description We're looking for a founding Technical Product Marketing Manager to shape how the market understands what we're building and why it matters. This is not a messaging layer role. You'll go deep on the Kai platform, understand how it works under the hood, and translate that depth into content and narratives that hold up in front of security engineers, practitioners, and CISOs alike. You'll work directly with the leadership team, sit at the intersection of product, sales, and marketing, and write the playbook. What You'll Do - Partner closely with product and engineering to deeply understand the Kai platform: its architecture, how it works, and what makes the platform technically differentiated from anything else in the market. - Develop and own the full suite of technical GTM content: solution briefs, technical white papers, platform deep-dives, demo narratives, competitive battlecards, objection handling guides, and sales playbooks. - Translate complex platform capabilities into clear, compelling narratives for multiple audiences, from security engineers evaluating the platform to CISOs making buy decisions to analysts shaping category definitions. - Partner with product management on launch strategy for new capabilities, ensuring every release lands with the right technical story, in the right channels, at the right time. - Serve as a technical voice externally: customer conversations, analyst briefings, industry events, and partner engagements where credibility with practitioners matters. - Collaborate with demand generation to create campaign content grounded in strong technical narratives and mapped to pipeline goals. - Synthesize feedback from the field, including SE and sales conversations, into sharper positioning and continuously improve how Kai tells its story. Qualifications - 6-8 years of experience in technical product marketing, product marketing, sales engineering, or technical product management within cybersecurity, infrastructure, cloud, or enterprise SaaS. - Hands-on technical depth in cybersecurity: you understand how enterprises manage exposure, how vulnerability and risk prioritization works in practice, and how agentic AI or automation is reshaping security. - Strong track record creating technical marketing content from scratch: white papers, solution briefs, platform explainers, competitive battlecards, and sales enablement materials that hold up under technical scrutiny. - Exceptional ability to translate complex technical concepts into clear narratives for both practitioner and executive audiences, without sacrificing accuracy or depth. - Comfortable operating as a technical liaison between product, engineering, and go-to-market teams, and confident representing the platform externally in front of sophisticated security audiences. - Comfortable operating across multiple priorities in a high-velocity environment, balancing long-term strategy with near-term execution demands. - High ownership, low ego, and a strong bias toward action in ambiguous, early-stage environments.

Role Description We're looking for a Senior Manager / Director of Demand Generation to build and own Kai's pipeline engine from the ground up. This is a high-impact, high-ownership role for someone who thinks in systems, moves fast, and knows how to turn marketing activity into measurable revenue outcomes. You'll work directly with the leadership team and sit at the intersection of marketing, sales, and technology, building the programs, playbooks, and automation infrastructure that will scale with the company. If you're energized by early-stage challenges and want to build something that matters, this is your seat. What You'll Do - Build and manage Kai's demand generation engine across core channels including email, digital, and field events, while identifying and testing new digital channels to drive pipeline. - Partner with sales and GTM leadership to develop structured demand generation playbooks for Kai's target industries, translating platform capabilities into clear value for operational and executive buyers. - Own full-funnel execution with a data-first mindset, tracking performance from first touchpoint to closed-won and treating every marketing dollar as an investment in a repeatable, scalable system. - Work closely with internal teams to identify automation opportunities, build lead generation workflows, and develop custom GTM tools that give Kai a competitive edge. Qualifications - 4-7 years of experience in B2B demand generation or growth marketing, including some ownership of pipeline targets, in a fast-paced startup or high-growth environment. - Ability to think strategically across marketing channels, seeing programs not just as campaigns but as data collection opportunities, content loops, and pipeline levers. - Familiarity with marketing automation tools and a genuine enthusiasm for using AI and LLMs to increase personal and team productivity. - Strong written and verbal communication skills, with the ability to craft compelling copy for technical and business audiences and collaborate effectively across functions. - Proven ability to operate with high agency in ambiguous, fast-moving environments where the playbook doesn't yet exist.

Role Description We're looking for a founding product marketer to shape how the market understands what we're building and why it matters. This is an individual contributor role with outsized scope. You'll work directly with the leadership team to define Kai's narrative, arm our sales team, and drive content production. You will write the playbook. - Build Kai's product marketing function from the ground up, establishing the messaging frameworks, positioning, and go-to-market processes that will scale with the company. - Define and maintain the full suite of GTM and sales enablement assets that equip the revenue team to win: - Personas - Messaging guides - Battlecards - Demo scripts - Objection handling guides - Sales playbooks - Case studies - Partner with product management to develop launch strategies for new capabilities and ensure every release lands with the right story, in the right channels, at the right time. - Collaborate with demand generation to create campaign content and ensure every program is grounded in strong product narratives and mapped to pipeline goals. - Partner with product and sales to synthesize field feedback into sharper positioning and continuously improve how Kai tells its story. - Represent the Kai platform and narrative in customer conversations, analyst briefings, events, and partner engagements. Qualifications - 6-8 years of product marketing, technical marketing, or product management experience within cybersecurity, infrastructure, cloud, or enterprise SaaS. - Deep understanding of enterprise security buyers, including CISO-level personas, procurement dynamics, and how security decisions get made in large organizations. - Proven ability to build differentiated positioning and messaging in complex, technical markets where the category itself is still being defined. - Strong track record of owning core GTM assets from scratch: messaging frameworks, pitch decks, competitive battlecards, objection handling guides, and sales enablement content. - Experience partnering with product, sales, and GTM strategy teams on launches, pricing and packaging discussions, and competitive positioning. - Exceptional ability to translate complex technical concepts into clear, compelling narratives for both practitioner and executive audiences. - Comfortable operating across multiple priorities in a high-velocity environment, balancing long-term strategy with near-term execution demands.

Role Description We're looking for a Social Media & Content Manager to bring the Kai brand to life across digital channels. This is a creative, production-oriented role for someone who knows how to make complex technology feel compelling, moves fast, and takes pride in craft. You'll concept and execute content across video, photography, graphics, and copy, working closely with the broader marketing team to ensure Kai shows up with a consistent, confident voice at every touchpoint. If you're energized by building something from scratch at a company that's redefining an industry, this is your seat. Qualifications - 3+ years of experience in social media, content creation, or digital marketing, ideally within B2B technology or cybersecurity. - A portfolio that demonstrates your ability to create polished, on-brand content from concept to publish — this is required for consideration. - Hands-on production skills across video, photography, and graphic design. - Strong creative instincts and copywriting ability, with an eye for what works on social and the judgment to translate complex technical topics into content that resonates with a professional audience. Requirements - Own Kai's social media presence across LinkedIn and other relevant channels, developing and executing a content calendar that builds brand awareness, drives engagement, and supports pipeline goals. - Produce original content across formats — including short-form video, photography, graphics, and written copy — that brings the Kai platform and brand to life for security practitioners and executive audiences. - Concept and execute creative campaigns tied to product launches, industry events, and key moments in the security calendar, working closely with the marketing team to ensure every program lands with a consistent, compelling narrative. Work Location Remote, United States (Pacific Time Zone preferred)

Role Description Kai is hiring a Senior Solutions Engineer to cover the Central 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 Central 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 Central 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 Central region. - Bring field intelligence back to Product and Engineering — you are the voice of the customer inside the company. Qualifications - 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 10,000+ 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 Central 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 Central 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.