Kai
Senior Solutions Engineer, EMEA (UK)
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Senior Solutions Engineer, EMEA (UK)
Kai Cyber, Inc. – Senior Solutions Engineer (EMEA, Remote – Field-Based)
About Kai Cyber, Inc
Kai is the AI company rebuilding cybersecurity for the machine-speed era. Founded by second-time founders and trusted by Fortune 500 enterprises, Kai is 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 — making human defenders superhuman.
Why Kai?
- Well-funded: With $125M raised, we have the capital, runway, and resolve to rebuild cybersecurity from first principles.
- Proven: We’ve earned the trust of Fortune 500 and Global 1000 companies, and we’re just getting started. Their confidence in Kai reflects what we’ve built: an AI-powered cybersecurity platform that performs at the scale and speed the enterprise demands.
- Experienced founders: Our founding team consists of second-time entrepreneurs, each with over 20 years of experience in the cybersecurity industry. Their proven expertise and vision drive our ambitious goals.
- Frontier AI Applied Research Team: Our researchers operate at the leading edge of agentic AI systems, translating breakthrough capabilities into real-world cybersecurity applications.
- Generous compensation: We offer highly competitive salaries, equity options, and a supportive work environment. Your contributions will be valued and rewarded as we grow together.
Location: United Kingdom — remote, field-based.
The Role
We are hiring a Senior Solutions Engineer to cover the EMEA region. This is a fully remote, field-based role.
You will own the technical sales motion in your territory—from first call through POV (Proof of Concept) close—partnering directly with your regional Account Executive to bring Kai’s platform to the largest enterprises in the EMEA 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. There is no deployment team behind you yet—you will personally run technical discovery, build the POV, and troubleshoot the integration work yourself.
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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 EMEA, partnering closely with your Account Executive from first call through signed agreement.
- Design, run, and personally execute structured, outcome-driven POVs, including hands-on integration work (API connections, firewall rules, troubleshooting live data feeds) since there is no separate deployment engineering team at this stage.
- 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—such as 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 EMEA.
- Bring field intelligence back to Product and Engineering—you will be the voice of the customer inside the company.
Required
What You’ll Bring
- 7+ years of Enterprise Security experience in a solutions engineering, systems engineering, or pre-sales role.
- Broad enterprise security knowledge, with credible expertise across the tools our customers actually run:
- Vulnerability management (Tenable, Qualys, Rapid7)
- Cloud/CNAPP (Wiz, Prisma Cloud)
- EDR (CrowdStrike, Microsoft Defender)
- SIEM (Splunk, Microsoft Sentinel)
- CMDB/ITSM (ServiceNow)—you know how to map a platform to a customer’s real stack, not just their org chart.
- Hands-on AppSec fluency: SCA/SAST tooling, CI/CD pipeline integration, and the ability to speak credibly about vulnerability reachability and exploitability, not just infrastructure-centric vulnerability management.
- Confidence in explaining and defending an AI-native, agentic architecture to skeptical technical buyers—experience with:
- Model-neutral design
- Autonomous remediation trust models
- The significance of "read-only until explicitly enabled"
- How agent-based analysis differing from static rules or scripts.
- Proven track record in running structured, outcome-driven POVs with Global 2000 or Fortune 500 accounts.
- Experience selling into accounts with 10,000+ employees.
- Strong discovery skills grounded in real vulnerability management vocabulary (CVSS, EPSS, KEV, compensating controls)—you ask the right questions before you ever open a demo.
- Ability to connect technical outcomes to business value.
- Deep, long-tenured experience covering EMEA, with established relationship within your territory.
- Startup experience bringing brand-new category-defining technology to the market.
- Experience at a security platform company—you have sold a connected system, not a point solution.
- Willingness to travel 50%+ across the EMEA region.
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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 (e.g., MEDDICC/MEDDPICC, Force Management, Challenger, or similar).
- Comfortable pitching and enabling through channel/reseller partners (e.g., WWT, GuidePoint, Optiv-type firms)—valuable now since Kai relies on partner-sourced pipeline while the direct team is still small.
- Prior involvement in building or refining a POV framework or SE playbook.
Note: Applicants must have the legal right to work in the United Kingdom without the need for visa sponsorship. This role does not offer visa sponsorship.
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.
By submitting your application, you acknowledge that Kai will process your personal data in accordance with Kai’s Privacy Policy.
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