Enterprise Sales Account Executive, West

Keyfactor; Northern (KY); Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Second Fridays

Paid Parental Leave

Competitive time off

Wellbeing resources

Job summary

Keyfactor in the United States (West) seeks an Enterprise Sales Account Executive to lead strategic deals, manage long-cycle pipelines, and drive revenue across the region. You will partner with marketing and product teams to refine GTM strategies and build lasting executive relationships including C-level engagements.

Applicants must be legally authorized to work in the US and possess a Business or related degree, strong IT security knowledge, and proven MEDDPICC/Solution SPIN selling

Qualifications

• Bachelor's degree or equivalent experience in business, tech, or related field.
• Strong understanding of IT security, PKI and certificate lifecycle management.
• Knowledge of market dynamics and competitive strategies.
• Familiarity with IT Security regulatory requirements.
• Experience with MEDDPICC, Solution Selling and SPIN Selling.
• Ability to align strategic direction with company goals.
• Proficiency with advanced sales tools and technologies.
• Ability to cultivate partnerships and key customer relationships.
• Ability to coach others and influence stakeholders at all levels.

Responsibilities

• Understands and contributes to contract negotiations.
• Delivers forecasts and reporting for the territory.
• Collaborates with marketing to build GTM strategy.
• Manages pipeline across long sales cycles.
• Develops new accounts while maintaining C-level relationships.
• Contributes to product, market and competitor knowledge.
• Participates in events and tradeshows.
• Adheres to sales processes, values and targets.

Education

Bachelor's degree in Business Administration or related field

Tools

MEDDPICC

Solution Selling

SPIN Selling

Job description

Our 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, West (formal title is Sales Director, West)

Location: United States, West (Remote)

Job Function: Sales

Employment Type: Full-time

Industry: Computer and Network Security

About the position

The 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 competitor strategies.
• Familiarity with regulatory requirements in the IT Security industry.
• Experience with and knowledge of MEDDPICC, Solution Selling, and SPIN Selling.
• Ability to develop and execute strategic direction aligned with company goals.
• Proficient in using advanced sales tools and technologies.
• Ability to identify and develop opportunities for future business growth, including strategically important partnerships and key customers.
• Ability to coach others and share knowledge, insights, and skills with the broader team.
• Ability to influence stakeholders at all levels of the organization.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.

Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
• The Keyfactor Alliance Program to support DEIB efforts.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings to support professional development.
• Regular All Hands meetings – followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make "it" happen

Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via [e-mail] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process.

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Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Keyfactor, Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.