Regional Sales Director, Nordics & Baltics
Level inferred from job title
Job description
A senior individual contributor sales role owning enterprise growth across Scandinavia and the Baltic states for Keyfactor, a trust infrastructure and cybersecurity company. The Regional Sales Director develops new business and expansion with autonomy and specialist support, connected to Keyfactor's European headquarters in Stockholm.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · Sweden
- Languages
- Swedish – fluent, English – fluent
What you'll do
- 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.
What we're looking for
- 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.
- Professional fluency in Swedish and English.
- Right to work in Sweden.
Nice to have
- PKI, CLM or cryptography knowledge is advantageous.
- Other regional languages are advantageous.
Benefits
Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule).
Paid Parental Leave is available to new parents, with structure varying based on regional/government requirements; in regions where government-paid leave doesn't exist, the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Comprehensive benefit coverage globally.
- 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. Behind the platform is a global team of people who care deeply about the work and each other.
Mission
Our mission is to securely connect the world: humans, machines, and AI.
Key facts
- Computer Network & Security
- European headquarters in Stockholm
- Travel requirements: up to 30%
- Director Level role
- Direct Sales job function
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.