Enterprise Sales Account Executive; Federal) Keyfactor, Inc Washington, DC · Remote — ago

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, Federal (formal title is Sales Director, Federal)

Location:

United States, Washington DC Metro Area (Remote)

Experience:

Senior Level

Job Function:
Sales

Employment Type:

Full-time

Industry: Computer and Network Security

About the position

Keyfactor is seeking a Federal Sales Director to lead and grow our public sector business across U.S. federal civilian, defense, and intelligence agencies. In this role, you will own the federal go-to-market strategy for Keyfactor digital trust solutions, in your assigned territory.

You will work as part of a high-performing federal sales team, develop strategic relationships with agency stakeholders, system integrators, and channel partners, and navigate the federal procurement landscape, including contract vehicles, compliance requirements, and long-cycle opportunities. You will be accountable for pipeline development, forecasting, and revenue attainment, and will work closely with Marketing, Product, Solutions Engineering, and Legal to position Keyfactor as a trusted partner in the federal market.

The ideal candidate brings a proven record of closing complex, multi-stakeholder federal deals, deep familiarity with how agencies buy, and credibility with technical and executive audiences. Experience in cybersecurity, identity, or cryptography is strongly preferred.

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 competitor strategies.
• Familiarity with regulatory requirements in the IT Security industry.
• Experience with and knowledge of MEDDPICC, Solution Selling, and SPIN Selling.
• Ability to develop and execute strategic direction aligned with company goals.
• Proficient in using advanced sales tools and technologies.
• Ability to identify and develop opportunities for future business growth, including strategically important partnerships and key customers.
• Ability to coach others and share knowledge, insights, and skills with the broader team.
• Ability to influence stakeholders at all levels of the organization.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and…