Regional Sales Director, DACH

About the Position

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Regional Sales Director, DACH

Germany (Remote) | Sales

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!

Responsibilities

• 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.

Requirements

• 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.
• 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.
• 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.

Compensation

Salary will be commensurate with experience.

We Offer

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• 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.

Our Core Values

• Trust is paramount.
• Customers are core.
• Innovation never stops, it only accelerates.
• We deliver with agility.
• United by respect.
• Teams make “it” happen.

About the Company

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via [email protected] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

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