Regional Vice President

Location

West US. Remote, field-based, with regular travel across the region and to customer sites.

The Role

Kai is hiring a Regional Vice President to lead sales across the West. You will inherit a team of six quota-carrying sellers, a mix of Strategic and Enterprise Account Executives, and own the region's number, its pipeline, and its talent. The team is expected to grow meaningfully heading into next fiscal year, and you will be the one who recruits, hires, and ramps that growth.

This is a hands-on leadership role at an early-stage company. You will be in deals, not above them: running executive alignment at your largest accounts, coaching qualification in the field, and working the hardest pursuits alongside your reps. You will also be building the operating rhythm itself, including the forecast cadence, the pipeline standards, and the onboarding path for the next six hires. If you need a mature playbook handed to you, this is the wrong seat. If you want to write one, it's the right one.

You will report to the VP of Americas and operate as a core member of the GTM leadership team, with real influence over territory design, segmentation, hiring plans, and how Kai takes an AI-native security platform to market.

What You’ll Do

Build and develop a high-performance team

• Lead, coach, and develop six Strategic and Enterprise Account Executives, and scale the team in line with approved growth plans and proven productivity

• Own recruiting for the region: build the bench, run a high-bar interview process, and close the candidates you want

• Onboard and ramp new sellers to productivity on a defined timeline, and hold the standard once they're there

• Coach skills, not just activity, through weekly one-on-ones, live deal reviews, call preparation, and structured feedback grounded in a formal methodology

• Manage performance directly and early: raise the floor, invest in the top, and address underperformance without drift

• Develop sellers who can independently qualify, advance, and close complex opportunities without manager intervention

Own the number

• Own regional bookings, new-logo acquisition, pipeline creation, and forecast accuracy across Strategic and Enterprise segments.

• Build pipeline through account strategies, targeted outbound, executive networks, partners, and regional marketing, not just inherited demand.

• Run an evidence-based forecast cadence with clear commit, best case, and upside logic, named deal risks, and customer-validated milestones

• Inspect leading indicators, conversion rates, pipeline quality, and coverage, and adjust tactics when the evidence warrants it

• Partner with Americas leadership on territory design, account tiering, resource allocation, hiring priorities, and quota setting

Get into deals

• Engage directly in your team's largest and most complex pursuits, including multi-stakeholder, 6- and 7-figure cycles

• Build and carry executive relationships with CISOs, CIOs, and security leaders across the region's most important accounts

• Lead executive alignment sessions, negotiate and structure strategic deals, and provide air cover when deals need it

• Sponsor POVs and business-outcome validation alongside Solutions Engineering leadership

Build the business

• Partner with Marketing on regional demand generation, field events, and pipeline programs

• Build and leverage channel, VAR, and technology alliance relationships to extend reach across the region

• Work with Product and Engineering as a senior voice of the customer, bringing field intelligence back into the roadmap

• Partner with Solutions Engineering and Customer Success on customer outcomes, success criteria, and business-validated outcomes for the region

• Provide structured feedback on pricing, packaging, messaging, and competitive positioning as the GTM motion evolves

WHAT YOU'LL BRING

Required:

• 10+ years in B2B enterprise software sales, including 3+ years leading a quota-carrying field sales team

• Proven track record of consistent team quota attainment and accurate forecasting at the regional level

• Demonstrated success hiring, ramping, and developing enterprise sellers. You can point to reps you hired who became top performers

• Experience leading a mixed-segment team, with the judgment to coach a strategic pursuit and an enterprise velocity deal differently

• Hands-on deal leadership: you still get into the room, run executive alignment, and know how to unstick a stalled cycle

• Experience at an early- or growth-stage company (Seed through Series C), where the playbook, territory model, and brand were all still being built

• Background in cybersecurity or adjacent technical security categories, with credibility among CISOs, security architects, and SOC leaders

• Deep fluency in a formal enterprise sales methodology (MEDDICC, MEDDPICC, Force Management, Challenger, or equivalent), with a track record of coaching it, not just using it

• Operational rigor: CRM discipline, pipeline hygiene, and data-driven inspection are how you run, not an afterthought

• Based in the West US, with strong regional market knowledge and an established network of sellers and security executives

Preferred:

• Experience scaling a regional team through a significant growth step (for example, 5 to 15 reps) without losing performance or culture

• Experience building a second-line structure or developing first-line managers underneath you

• Experience selling through channel and technology alliance partners

• Experience in accounts undergoing security modernization or AI-driven transformation initiatives

• Familiarity with AI-native platforms or emerging security technology categories