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Keyfactor is seeking a Federal Sales Director to lead and grow the company's public sector business across U.S. federal civilian, defense, and intelligence agencies. You will own the federal go-to-market strategy for Keyfactor's digital trust solutions within your assigned territory.
In this role, you will work as part of a high-performing federal sales team, develop strategic relationships with agency stakeholders, system integrators, and channel partners, and navigate the federal procurement landscape, including contract vehicles, compliance requirements, and long-cycle opportunities. You will be accountable for pipeline development, forecasting, and revenue attainment, and will work closely with Marketing, Product, Solutions Engineering, and Legal to position Keyfactor as a trusted partner in the federal market.
Key responsibilities include:
- Understanding and contributing to contract negotiations
- Delivering reliable forecasts and accurate reporting for the territory
- Collaborating with marketing to build out the go-to-market (GTM) strategy
- Managing pipeline over long sales cycles
- Developing new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level
- Contributing to the development of product, market, and competitor knowledge
- Participating in events and tradeshows
- Maintaining commitment to the company's sales processes, values, and target visions
The ideal candidate brings a proven record of closing complex, multi-stakeholder federal deals, deep familiarity with how agencies buy, and credibility with technical and executive audiences. Experience in cybersecurity, identity, or cryptography is strongly preferred.
Keyfactor's mission is to securely connect the world: humans, machines, and AI. The company 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.
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 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
- Must be legally authorized to work in the United States
