Enterprise Sales Account Executive, East

## About this 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:

Enterprise Sales Account Executive, East (formal title is Sales Director, East)####

Location:

United States Mid-Atlantic Region (Remote)####

Experience:

Senior Level#### Job Function:
Sales####

Employment Type:

Full-time#### Industry: Computer and Network Security About the position

The Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.

Applicants must be legally authorized to work in the United States.#### Responsibilities
* Understands and contributes to contract negotiations.
* Delivers reliable forecasts and accurate reporting for the territory.
* Collaborates with marketing to build out the go-to-market (GTM) strategy.
* Manages pipeline over long sales cycles.
* Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level.
* Contributes to the development of product, market, and competitor knowledge.
* Participates in events and trade shows.
* Maintains a commitment to the company’s sales processes, values, and target visions.####

Minimum Qualifications , Education, and Skills
* 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### Selling Motion Sales Cycle

Enterprise6–18 month cycles, complex multi-stakeholder deals

Buyer PersonaC-Suite Selling to executive decision-makers

Territory Geographic Region -based territory assignment### Requirements at a Glance Bachelor's Degree
· RequiredC-Suite Selling
· Required skill### Typical Day — Account Executive Stakeholder meetings3–5/week Executive presentations2–3/week Business cases & RFPs1–2/week Forecast & pipeline2×/week Champion coaching

Daily

Estimates based on role type and selling motion — actual may vary by company.### Role Signals Green Flags✓Remote Friendly Location flexibility### SaaS — Interview Intel Typical Sales Cycle
30–90 days (SMB)
· 3–9 months (Mid-Market)
· 6–18 months (Enterprise)
Common Buyer Objections* "We're locked into a contract with [competitor]"* "We built something in-house already"* "We don't have budget until next quarter"* "Our team won't adopt another tool"Key Industry Metrics ARR / MRRNet Revenue Retention (NRR)
CAC Payback Period Logo Churn vs Revenue ChurnACV (Avg Contract Value)
Magic Number Hot Topics to Reference
* • AI-native product disruption
* • PLG vs sales-led motion debate
* • Vertical SaaS consolidation
* • Usage-based pricing models

Use these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.

Template question—How do you handle a prospect who goes silent mid-deal?

Template question—Tell me about your largest closed deal and the sales cycle.

Template question—How do you build business cases for stakeholders?

Template question—Describe a deal you lost and what you learned.

Template question

Role Insights As an Account Executive with Keyfactor, you'll own the entire revenue pipeline and be measured on quota attainment.

Expect to work with recurring revenue models where customer retention is as important as acquisition.