Enterprise Sales Account Executive, West

Keyfactor, Inc.; United States; Remote; USD 120,000 - 240,000; Full time

Benefits offered by this job

Comprehensive benefit coverage Globall

Parental leave

Wellbeing resources

Volunteer day

Professional development

Job summary

Keyfactor, Inc. in the United States is seeking an Enterprise Sales Account Executive for the West region (remote) to drive revenue across large security accounts. The role emphasizes MEDDPICC, solution selling, and SPIN selling to shape strategic deals with C-level stakeholders.

You will negotiate contracts, build GTM strategies with marketing, and manage long sales cycles while developing new relationships and expanding existing ones across enterprises and government sectors.

Qualifications

• Bachelor's degree or equivalent experience in business or technology.
• Strong IT security, PKI, and certificate lifecycle knowledge.
• Understanding of market dynamics and competitor strategies.
• Familiarity with IT security regulatory requirements.
• Experience with MEDDPICC, Solution Selling, and SPIN Selling.
• Ability to develop strategic direction aligned with company goals.
• Proficient with advanced sales tools and technologies.
• Ability to grow opportunities including partnerships and key customers.
• Ability to coach others and share knowledge with the team.
• Ability to influence stakeholders at all levels.

Responsibilities

• Leverages advanced sales techniques and market analysis to maximize revenue and hit targets.
• Contributes to contract negotiations and reliable forecasts for territory.
• Collaborates with marketing to build go-to-market strategy.
• Manages pipeline across long sales cycles.
• Develops new accounts and maintains long-term relationships with key decision-makers up to the C-level.
• Participates in events and tradeshows and supports product and competitive knowledge.
• Adheres to company sales processes and values.

Skills

MEDDPICC

Solution Selling

SPIN Selling

Contract negotiations

Forecasting

Go-to-market strategy

Pipeline management

C-level relationships

Team coaching

Education

Bachelor's degree in Business Administration, Technology, or equivalent experience

Job description

About Keyfactor

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)

Experience: Senior Level

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.

• 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.

• 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.
• Comprehensive benefit coverage globally.
• 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

• Trust is paramount.
• 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 are core.
• 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 never stops, it only accelerates.
• The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.