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Keyfactor is the leader in trust infrastructure for AI and machines, helping enterprises and government agencies manage cryptographic identities that safeguard digital interactions. The company's mission is to securely connect humans, machines, and AI through advanced security software and solutions.
As a Regional Sales Director for DACH (Germany, Austria, Switzerland), you will be a senior individual contributor responsible for a defined portfolio of enterprise accounts in the region. This is not a people-management role; instead, you will have substantial autonomy in developing your territory while maintaining direct accountability for results.
Your primary responsibilities include developing and executing strategic account plans that identify whitespace and priority use cases; generating qualified pipeline through direct prospecting, executive engagement, and partner-led sales motions; building and advancing multi-threaded opportunities from initial engagement through discovery, technical validation, commercial negotiation, and close. You will lead value-based conversations with CISOs, CIOs, security architects, procurement leaders, and other key decision-makers, translating complex security challenges into clear customer outcomes.
You will coordinate with internal specialists and external partners to maintain momentum and deliver effective customer experiences. You will apply disciplined qualification practices, maintain accurate opportunity records, and provide reliable forecasts throughout long, multi-stakeholder sales cycles. You will also navigate public and private tenders, procurement processes, and contract negotiations while protecting value. Travel throughout the DACH region is required, up to 50% of the time.
You will collaborate closely with other DACH sales representatives and cross-functional partners across Sales Engineering, Sales Development, Marketing, Channel, and Delivery. The role requires self-direction, disciplined execution, sound judgment, and consistent performance against a significant sales quota.
Keyfactor's culture emphasizes trust, customer focus, agility, respect, teamwork, and shared commitment to delivering results. The company offers Second Fridays (monthly company-wide day off), comprehensive global benefits, competitive time off, wellness resources, volunteer opportunities, and professional development support.
REQUIREMENTS:
- 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 sense of urgency that translates into consistent action and results
- Professional fluency in both German and English, with ability to communicate effectively with senior business and technical audiences
- Strong storytelling and presentation skills, including 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 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 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
- Collaborative and customer-focused approach, with humility, composure, and sound judgment needed to succeed in a high-accountability environment
