Enterprise Sales Account Executive, East

LemClosers; Atlantic (IA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote friendly

Location flexible

Job summary

Keyfactor is hiring an Enterprise Sales Account Executive for the East region. The role focuses on driving revenue across a multi-quarter sales cycle with C-suite stakeholders and strategic accounts. Remote work is supported within the U.S., with a senior-level capability to build GTM plans and partner with marketing and product teams.

The position emphasizes ownership of forecasts, pipeline, and long-term customer relationships, in a fast-paced security software environment.

Qualifications

• Bachelor'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 selling motions.

Responsibilities

• Understand contract negotiations and contribute to deals.
• Deliver forecasts and reporting for the territory.
• Collaborate with marketing on GTM strategy.
• Manage pipeline across long sales cycles.
• Develop new accounts and maintain C-level relationships.
• Support product, market, and competitive insights.
• Participate in events and tradeshows.
• Adhere to the company’s sales processes and values.

Skills

IT security

PKI

Sales strategy

Forecasting

Education

Bachelor's degree

Tools

CRM (e.g., Salesforce)

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!Title: Enterprise Sales Account Executive, East (formal title is Sales Director, East)#### Location: United States Mid-Atlantic Region (Remote)#### Experience: Senior Level#### Job Function: Sales#### Employment Type: Full-time#### Industry: Computer and Network SecurityAbout the positionThe Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.Applicants must be legally authorized to work in the United States.#### Responsibilities* Understands 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 Skills* Bachelor’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### 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 — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates 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—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with Keyfactor, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.