About the 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, DACH
Location: Germany (Remote)
Experience: Mid Level - Senior
Job Function: Direct Sales
Employment Type: Full-time
Travel Requirements: up to 50%
Industry: Computer Network & Security
Job Summary
As an Enterprise Sales Director, you will be one of three senior individual contributors responsible for the DACH region, with ownership of a defined portfolio of enterprise accounts. This is an individual contributor role and does not include people-management responsibilities.
You will develop and execute focused account plans, establish executive relationships, generate and convert pipeline, and build strategic opportunities capable of navigating technical evaluation, formal procurement, and complex decision-making cycles. You will engage with CISOs, CIOs, PKI and security architects, procurement leaders, partners, and other key stakeholders to connect technical requirements with operational risk and measurable business value.
You will collaborate closely with the other DACH sales representatives and cross-functional partners across Sales Engineering, Sales Development, Marketing, Channel, and Delivery. While you will have substantial support, you will maintain direct accountability for opportunity momentum, qualification, forecast accuracy, commercial strategy, and results across your assigned accounts.
Keyfactor provides experienced sellers with meaningful autonomy in how they develop their territory. In return, we expect self-direction, disciplined execution, sound judgment, and consistent performance against a significant sales quota. Our culture is shaped by trust, customer focus, agility, respect, teamwork, and a shared commitment to delivering results.
Responsibilities
- Develop and execute strategic plans for assigned enterprise accounts, identifying whitespace, priority use cases, routes to executive access, and opportunities for partner involvement.
- Generate qualified pipeline through direct prospecting, executive engagement, account-based activities, and credible partner-led sales motions.
- Build and advance multi-threaded opportunities from initial engagement through discovery, technical validation, commercial negotiation, and close.
- Lead value-based conversations with senior business and technical stakeholders, translating complex security challenges into clear and compelling customer outcomes.
- Establish trusted relationships with CISOs, CIOs, security architects, procurement leaders, partners, and other key decision-makers and influencers.
- Coordinate internal specialists and external partners to create alignment, maintain momentum, and deliver an effective customer experience.
- Apply disciplined qualification practices and maintain accurate opportunity records and reliable forecasts throughout long, multi-stakeholder sales cycles.
- Navigate public and private tenders, procurement processes, and contract negotiations while protecting value and sustaining momentum.
- Ask difficult qualification questions, address obstacles directly, and take ownership of account strategy and outcomes.
- Travel throughout the DACH region as needed to support customers, partners, and business development activities.
Minimum Qualifications, Education, and Skills#LI-NA1
- Bachelor’s degree or equivalent practical experience.
- Demonstrated success selling complex enterprise software, infrastructure, or cybersecurity solutions throughout the DACH region, including substantial multi-stakeholder transactions.
- Proven ability to create new business within strategic accounts rather than relying solely on existing or inbound demand.
- Strong prospecting capabilities, internal drive to win, and a sense of urgency that translates into consistent action and results.
- Professional fluency in both German and English, with the ability to communicate effectively with senior business and technical audiences.
- Strong storytelling and presentation skills, including the ability to make complex technical subjects understandable, relevant, and compelling.
- Ability to lead without formal authority by creating clarity, aligning specialists and partners, and influencing decisions across multiple stakeholder groups.
- Highly organized and detail-oriented approach to account planning, opportunity qualification, pipeline management, and forecasting.
- Strong commercial judgment and proven negotiation skills across both direct and partner-led sales.
- Intellectual curiosity and the ability to develop credibility within a technically complex market.
- Knowledge of PKI, certificate lifecycle management, machine identity, cryptography, or adjacent cybersecurity markets is strongly preferred.
- Experience with MEDDPICC, Solution Selling, SPIN, or a comparable enterprise sales methodology is preferred.
- Ability to work remotely within Germany and travel up to 50%.
- Legal right to work in Germany and ability to travel freely throughout the assigned territory.
- A collaborative and customer-focused approach, with the humility, composure, and sound judgment needed to succeed in a high-accountability environment.
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 [email protected] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.