[All remote jobs](https://jobicy.com/jobs.md)[![Keyfactor, Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/ba8ae349-221.png)](https://jobicy.com/company/keyfactor-inc.md)[Keyfactor, Inc.](https://jobicy.com/company/keyfactor-inc.md) # Regional Sales Director, Nordics & Baltics AI Summary Keyfactor seeks a senior individual-contributor Regional Sales Director to grow enterprise business across the Nordics and Baltics. The role owns account planning, new-business pipeline creation, executive engagement, complex procurement cycles, negotiation, and accurate forecasting. Success requires demonstrated enterprise software, infrastructure, or cybersecurity sales experience, ideally in Nordic or Baltic markets. The director will coordinate Sales Engineering, SDR, Marketing, Channel, and delivery teams while retaining ownership of complex deal outcomes. Professional Swedish and English fluency, Swedish work authorization, and readiness for up to 30% travel are required.[Apply for this job](#job-application)[View company](https://jobicy.com/company/keyfactor-inc.md)ShareRemote from[Sweden](https://jobicy.com/job-region/sweden.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished9 Nov 2026Apply before9 Dec 2026Listing views36Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. 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: Regional Sales Director, Nordics & Baltics Location: Stockholm, Sweden (Remote) Experience: Director Level Job Function: Direct Sales Employment Type: Full-time Travel Requirements: up to 30% Industry: Computer Network & Security Job Summary The Regional Sales Director will own enterprise growth across Scandinavia and the Baltic states as a senior individual contributor. Developing new business and expansion with autonomy, specialist support and connection to Keyfactor’s European headquarters in Stockholm. Responsibilities * Builds and executes enterprise account plans, prioritizing whitespace, use cases and partner access. * Creates qualified pipeline through prospecting, executive outreach, events and partner activity. * Develops multiple champions, engages economic buyers and maps each customer’s decision process. * Connects technical needs to business outcomes through value-based discovery and clear storytelling. * Leads complex opportunities through evaluation, tenders, procurement, negotiation and close. * Works with Sales Engineering, SDR, Marketing, Channel and delivery teams to advance opportunities. * Maintains disciplined qualification, accurate Salesforce records and reliable, evidence-based forecasts. * Meets or exceeds quota, protects deal value and develops lasting customer and partner relationships. Minimum Qualifications, Education, and Skills * Bachelor’s degree in Business Administration, Technology, or equivalent practical experience. * Repeated success in complex enterprise software, infrastructure or cybersecurity sales, supported by real deal examples and quota attainment. * Experience developing enterprise accounts in Nordic or Baltic markets, with knowledge of local buying processes and partner ecosystems. * Multi-threading, champion development, value-based selling and clear storytelling with C-level and technical decision-makers. * Proven negotiating skills, sound commercial judgment and a commitment to customer outcomes. * High self-motivation, organization and attention to detail; resilience, composure and follow-through under pressure. * Practical use of MEDDPICC or comparable methods, Salesforce and disciplined qualification and forecasting. * Ability to align specialists and partners through influence, share knowledge and take ownership of complex deal outcomes. * Curiosity and learning agility; PKI, CLM or cryptography knowledge is advantageous. Sales Engineering provides technical depth. * Professional fluency in Swedish and English; other regional languages are advantageous. Right to work in Sweden. #LI-NA1 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. [Keyfactor Privacy Notice](https://www.keyfactor.com/privacy-policy/) Show more [Apply now >](https://jobicy.com/jobs/160209-regional-sales-director-nordics-baltics.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a director-level enterprise sales position involving long, complex, multi-stakeholder security deals across several markets. It demands independent territory strategy, rigorous qualification, executive influence, commercial negotiation, and consistent quota delivery. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$160,000US market range (per year)$120k–$200k0$220.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer does not disclose a numeric base salary. The yearly cadence and USD market estimate are inferred for a senior enterprise cybersecurity sales director role; variable commission is not included. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Cybersecurity sales](https://jobicy.com/jobs?search_keywords=Cybersecurity%20sales.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Value-based selling](https://jobicy.com/jobs?search_keywords=Value-based%20selling.md)[Executive engagement](https://jobicy.com/jobs?search_keywords=Executive%20engagement.md)[Complex negotiation](https://jobicy.com/jobs?search_keywords=Complex%20negotiation.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Forecasting](https://jobicy.com/jobs?search_keywords=Forecasting.md)[Channel partnerships](https://jobicy.com/jobs?search_keywords=Channel%20partnerships.md)[Partner management](https://jobicy.com/jobs?search_keywords=Partner%20management.md)[Tender management](https://jobicy.com/jobs?search_keywords=Tender%20management.md)[Swedish language](https://jobicy.com/jobs?search_keywords=Swedish%20language.md)[English language](https://jobicy.com/jobs?search_keywords=English%20language.md) Sample interview questionsHow would you build a territory plan for enterprise growth across the Nordics and Baltics?I would segment target accounts by security maturity, regulatory exposure, installed infrastructure, partner coverage, and likelihood of a PKI or certificate-lifecycle initiative. I would then define account-specific hypotheses, map buying committees, prioritize whitespace, align partner plays, and review pipeline coverage and conversion metrics on a regular cadence. Describe how you manage a complex enterprise sales cycle with several decision-makers. I build a stakeholder map early, identify the economic buyer, technical evaluators, champions, procurement contacts, and potential blockers. I use mutual action plans, validate compelling business outcomes and decision criteria, and create tailored value narratives for each stakeholder while keeping next steps and risks visible in the CRM. How do you apply MEDDPICC to improve deal qualification? I use MEDDPICC to test whether an opportunity has measurable value, a clear economic buyer, documented decision process and criteria, an effective champion, and a credible path through procurement. Gaps become specific actions, and opportunities without a realistic path are requalified or deprioritized to protect forecast accuracy. How would you position Keyfactor to a customer with a technical cryptography challenge but unclear business urgency? I would first explore the operational and business consequences of the challenge, such as outage risk, compliance exposure, manual certificate management, or delayed digital transformation. Then I would connect technical capabilities to quantified outcomes, involve the appropriate Sales Engineering resources, and build a business case that resonates with both security leaders and executives. What would you do if a strategic opportunity stalled during procurement? I would determine whether the stall is caused by budget, legal, security validation, competing priorities, or loss of executive sponsorship. I would refresh the mutual action plan, re-engage the champion and economic buyer with the agreed value case, mobilize internal specialists as needed, and update the forecast honestly until a verified path forward exists. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Databricks logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/12/4e3f864ba9cf3c62d471e1c62414d098.jpg) Databricks Nov 9 New ### [Strategic Core Account Executive](https://jobicy.com/jobs/160331-strategic-core-account-executive.md) SLSQ427R1034 Candidates in the listed location(s) are encouraged for this role: Remote – Washington D.C. 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