Strategic Account Executive, East

LemClosers; Northern (KY); Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Remote-friendly

Job summary

Keyfactor, a leader in trust infrastructure for AI and machines, is seeking a Strategic Account Director for the East region. You will own the full sales cycle from prospecting to close, focusing on expanding revenue within strategic accounts and delivering tailored value to enterprise customers.

Applicants must be legally authorized to work in the United States. This remote-friendly role offers autonomy, collaboration with cross-functional teams, and opportunities to influence deployments

Qualifications

• Bachelor's Degree required.

Responsibilities

• Proactively identify upsell and cross-sell opportunities within strategic accounts.
• Collaborate with internal teams to deliver tailored solutions that meet customer needs.

Education

Bachelor's Degree

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: Strategic Account Executive, East (formal title is Strategic Account Director)#### Location: United States, EST (Remote)#### Experience: Senior Level#### Function: Sales#### Industry: Computer and Network Security#### About KeyfactorWe build teams that continually strive to get better than the day before. As part of a rapidly growing organization, 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 while also having leaders who lead with authenticity and transparency.Our talent and our culture are a key differentiator for us, and we take great pride and care in hiring and retaining some of the best in the industry.#### Job SummaryThe Strategic Account Directoris responsible for driving revenue growth through expansion deals within the most strategic customer accounts. This role focuses on identifyingand closing upsell and cross-sell opportunities, deepening customer relationships, and collaborating with internal teams to deliver tailored solutions that meet customer needs.Success in this position is measured by the ability to grow and retain strategic customersto increasecustomer lifetime value.Applicants must be legally authorized to work in the United States.#### Job ResponsibilitiesProactively identify upsell and cross-### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryNamed AccountsPre-assigned list of target companies### Requirements at a GlanceBachelor's Degree·Required### 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 InsightsThis Account Executive position at Keyfactor involves managing the full sales cycle from prospecting through close.