Regional Sales Director

LemClosers; United Kingdom; Remote; GBP 90,000 - 130,000; Full time

Job summary

Keyfactor is seeking a Regional Sales Director for the United Kingdom (Remote) to lead strategic enterprise deals and drive revenue growth. You will own the regional pipeline, forecast rigorously, and align with marketing on GTM initiatives.

This role requires building long-term relationships with key decision-makers up to the C-suite. The ideal candidate has mid-to-senior level sales experience in IT security, PKI, and complex multi-stakeholder deals, with a proven MEDDPICC and Solution Selling

Qualifications

• Bachelor’s degree in Business Administration, Technology, or equivalent experience.
• Strong understanding of IT security, PKI, and certificate lifecycle management.
• Experience with MEDDPICC and Solution Selling motions.

Responsibilities

• Understand and contribute to contract negotiations.
• Deliver reliable forecasts and accurate territory reporting.
• Collaborate with marketing to build the GTM strategy.
• Manage long-cycle pipeline and multi-stakeholder deals.
• Develop new accounts and maintain C-level relationships.
• Contribute to product, market, and competitor knowledge; participate in events/tradeshows.

Skills

IT security

PKI

Certificate lifecycle

Regulations

MEDDPICC

Solution selling

Education

Bachelor's degree or equivalent

Job description

## About this role#### About KeyfactorOur mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world’s largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other.We move fast, think big, and show up for one another every day. If you’re looking for work that matters and a team that brings out your best, we hope you’ll trust your future with Keyfactor!#### T itle: Regional Sales Director#### Location: United Kingdom (Remote)#### Experience: Mid Level - Senior#### Job Function:Direct Sales#### Employment Type:Full-timeTravelRequirements: upto 50%#### Industry:Computer Network & Security#### Job SummaryThe Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.#### ResponsibilitiesUnderstands and contributes to contract negotiations Delivers reliable forecasts and accurate reporting for the territory Collaborates with marketing to build out the go-to-market (GTM) strategy Manages pipeline over long sales cycles Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level Contributes to the development of product, market, and competitor knowledge Participates in events and tradeshows Maintains a commitment to the company’s sales processes, values, and target visions#### Minimum Qualifications, Education, and SkillsBachelor’s degree in Business Administration, Technology, or equivalent experience Strong understanding of IT security, PKI, and certificate lifecycle management In-depth knowledge of market dynamics and competitor strategies Familiarity with regulatoryrequirements in the IT Security industry Experience with and knowledge of MEDDPICC, Solution S### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryGeographicRegion-based territory assignment### Requirements at a GlanceBachelor's Degree·RequiredC-Suite Selling·Required skill### Typical Day — Sales RepStakeholder meetings3–5/weekProposals & business cases1–2/weekPipeline managementDailyEstimates based on role type and selling motion — actual may vary by company.### Role SignalsGreen Flags✓Remote FriendlyLocation flexibility### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—How do you coach underperforming reps?Template question—Describe your forecasting methodology.Template question—How do you structure onboarding for new hires?Template questionRole InsightsSales leadership roles require balancing individual contributor revenue with team performance management.Expect to work with recurring revenue models where customer retention is as important as acquisition.