Sales Development Representative - EAST

Kai

About The Position

As a Sales Development Representative, you’ll be the first conversation many CISOs and security leaders have with Kai. You’ll start conversations with senior security leaders about how to keep up with AI-powered attacks and book meetings that build Kai’s pipeline. The role suits someone curious, resilient, and coachable who wants to learn the security market alongside a team rebuilding how defense works. You’ll conduct multi-channel outreach, convert inbound interest and campaign leads into qualified meetings, hold initial conversations about cybersecurity challenges, qualify opportunities, and provide Account Executives with clear handoff context. You’ll research accounts and personas, coordinate with sales and marketing teams, maintain accurate CRM records, report results to the Sales Development Manager, stay current on Kai’s platform and market, and meet or exceed meeting and pipeline targets.

Requirements

2–3 years of experience in sales development, business development, or another customer-facing role.
Comfort starting conversations with senior executives and persistence after rejection.
Strong written and verbal communication skills.
Curiosity about security and AI, and willingness to learn quickly.
Experience with Salesforce, sales engagement tools, and LinkedIn Sales Navigator.
A team-first attitude and drive to grow into a closing role.

Nice To Haves

Cybersecurity or enterprise SaaS experience.

Responsibilities

Run multi-channel outreach to Director-level and above security leaders by phone, email, and LinkedIn, using Kai’s playbooks and research.
Turn inbound interest, event leads, and marketing campaigns into qualified meetings for Account Executives.
Hold first conversations about vulnerability backlogs, exposure management, and AI-driven threats, and uncover prospects’ challenges.
Qualify opportunities and hand them off to Account Executives with context on pain points, current tools, stakeholders, and timing.
Research target accounts and personas to personalize outreach and identify appropriate entry points.
Work with Account Executives, marketing, and sales leadership on territory planning, campaigns, and events.
Accurately log activity and pipeline data in the CRM.
Report weekly, monthly, and quarterly results to the Sales Development Manager.
Stay current on Kai’s platform, customer outcomes, competitors, and cybersecurity trends.
Consistently meet or exceed meeting and pipeline targets.