About this role.
Keyfactor is seeking a senior Enterprise Sales Account Executive/Sales Director to grow enterprise revenue across the remote U.S. Central region. The role owns long-cycle pipeline development, forecasting, strategic account acquisition, executive relationship management, and support for contract negotiations. Candidates need strong cybersecurity domain knowledge, particularly PKI and certificate lifecycle management, alongside disciplined enterprise selling practices such as MEDDPICC, Solution Selling, and SPIN Selling. Success requires shaping regional go-to-market strategy with marketing, navigating C-level stakeholders, and maintaining accurate territory reporting. This is an individual enterprise sales leadership role with significant ownership of regional outcomes and collaboration across internal teams.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would segment accounts by security maturity, cryptographic risk, regulatory exposure, installed technology, and strategic revenue potential. I would create account-specific pursuit plans, map buying committees and champions, identify relevant trigger events, and set weekly pipeline-generation and progression targets tied to forecast stages.
I use MEDDPICC to validate the business case and buying process early: quantified metrics, an economic buyer, decision criteria and process, paper process, identified pain, a champion, and competitive position. Any unverified element becomes a clear next-step action, helping prevent optimistic forecasting and improving deal strategy.
I would connect the solution to business risk: expired certificates can disrupt critical services, unmanaged machine identities expand attack surfaces, and manual processes create compliance and operational exposure. I would quantify potential downtime and audit impacts, then position automation and visibility as ways to reduce risk while enabling secure growth.
I base forecasts on validated customer commitments and evidence rather than seller confidence. I inspect next steps, stakeholder engagement, decision timing, budget status, technical validation, procurement requirements, and MEDDPICC gaps, then clearly separate commit, best-case, and pipeline opportunities.
I align internally with legal, security, finance, and leadership before negotiating so I understand acceptable terms and tradeoffs. With the customer, I focus on underlying concerns, prioritize material risks, trade concessions thoughtfully, and keep communication transparent so the commercial process reinforces long-term partnership.
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, Central (formal title is Sales Director, Central)
Location: United States; Remote, Central Region
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.
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.
- 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
Our core values are extremely important to how we run our business and what we look for in every team member:
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.
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 people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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