Federal Enterprise Sales Director

Keyfactor; Washington (District of Columbia); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Keyfactor is seeking a Federal Sales Director to lead the public sector business across U.S. federal civilian, defense, and intelligence agencies. You will own the federal go-to-market strategy and drive pipeline, forecast, and revenue in your territory.

The ideal candidate closes complex multi-stakeholder federal deals, understands how agencies buy, and communicates effectively with technical and executive audiences. Experience in cybersecurity or cryptography is preferred.

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 competitor strategies.
• Familiarity with regulatory requirements in the IT Security industry.
• Experience with 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.
• Identify and develop opportunities including partnerships and key customers.
• Coach others and share knowledge, insights, and skills with the broader team.
• Influence stakeholders at all levels of the organization.

Responsibilities

• Understands and contributes to contract negotiations.
• Delivers reliable forecasts and accurate reporting for the territory.
• Collaborates with marketing to build out the GTM strategy.
• Manages pipeline over long sales cycles.
• Develops new accounts and sustains relationships with key decision-makers up to C-level.
• Contributes to product, market, and competitor knowledge.
• Participates in events and tradeshows.
• Maintains commitment to the company’s sales processes, values, and target visions.

Skills

IT security & PKI

Market dynamics

Regulatory requirements

MEDDPICC & SPIN

Strategic direction

Sales tools & tech

Partnerships & key customers

Coaching & knowledge sharing

Stakeholder influence

Education

Bachelor’s degree / equivalent

Job description

Keyfactor is seeking a Federal Sales Director to lead the public sector business across U.S. federal civilian, defense, and intelligence agencies. You will own the federal go-to-market strategy and drive pipeline, forecast, and revenue in your territory.

The ideal candidate closes complex multi-stakeholder federal deals, understands how agencies buy, and communicates effectively with technical and executive audiences. Experience in cybersecurity or cryptography is preferred.