Regional Sales Director

## 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!#### T itle:
Regional Sales Director####

Location:

United Kingdom (Remote)####

Experience:

Mid Level - Senior#### Job Function:

Direct Sales####

Employment Type:

Full-time

Travel

Requirements: upto 50%#### Industry:Computer Network & Security####

Job Summary The Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.#### 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 competitor strategies Familiarity with regulatory requirements in the IT Security industry

Experience with and knowledge of MEDDPICC, Solution S### 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 — Sales Rep Stakeholder meetings3–5/week Proposals & business cases1–2/week Pipeline management

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 MetricsARR / 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—How do you coach underperforming reps?

Template question—Describe your forecasting methodology.

Template question—How do you structure onboarding for new hires?

Template question

Role Insights Sales leadership roles require balancing individual contributor revenue with team performance management.

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