KI
Regional Sales Director, DACH
Contract type
Ongoing
Work mode
Remote · Germany
Experience
Lead / principal · Not stated
Level inferred from job title
Job description
Enterprise Sales Director role at Keyfactor covering the DACH region, owning a defined portfolio of enterprise accounts as one of three senior individual contributors. The role focuses on building and closing complex cybersecurity and infrastructure deals with senior technical and business stakeholders.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · Germany
- Languages
- German – fluent, English – fluent
What you'll do
- 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
What we're looking for
- 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
- 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
Nice to have
- 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
Your team
Direct Sales
Benefits
Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule)
- Comprehensive benefit coverage globally
- Paid Parental Leave is available to new parents, with structure varying based on regional/government requirements
- 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
Apply
About Keyfactor, Inc.
The leader in trust infrastructure for AI and machines
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.
Mission
To securely connect the world: humans, machines, and AI.
Key facts
- Computer Network & Security
- One of three senior individual contributors responsible for the DACH region
- Travel requirements up to 50%
- Salary will be commensurate with experience
What they value
- Trust is paramount
- Customers are core
- Innovation never stops, it only accelerates
- We deliver with agility
- United by respect
- Teams make "it" happen