Remote
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💼Sales
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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 tradeshows.
• 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.
Salary will be commensurate with experience.
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 structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
Salary not disclosed for this role. See what similar remote roles pay →
Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Disability Insurance
Flexible Spending Account (FSA)
Health Savings Account (HSA)
Mental Health Benefits
Wellness Programs
Employee Assistance Program
401(k) / Retirement Plan
401(k) Match
Stock Options
Unlimited PTO
Paid Holidays
Company Shutdown Days
Sick Days
Internet Stipend
Home Office Stipend
Parental Leave
Fertility Benefits
Learning & Development Budget
Defined Career Pathways
Conference Attendance
Volunteer Time Off
Charity Matching
Employee Resource Groups
Employee Recognition Awards
It depends on the role. Many current postings are tagged remote, but some are tied to an office on a hybrid schedule. The Atlanta Sales Development Associate role expects three of five days in the office, Stockholm roles follow a hybrid model, and a working-student role in Aachen lists Wednesday and Thursday as in-office days. A few remote postings also name a time zone such as EST or CST, so check each listing.
According to the careers page, the process includes a discussion with the hiring manager that covers a culture contribution interview, so expect questions about what you would add to the team rather than only how you fit it.
Employees in the Americas get unlimited PTO, and every region gets paid time off and holidays. The second Friday of the month is a global company day off for the first 10 months of the year, and employees can take up to 3 days a year to volunteer.
Keyfactor runs Talent Tuesdays development sessions and has a defined career framework. Employees get company-paid technical training courses and a development stipend that covers tuition reimbursement and foreign language reimbursement.
In regions without government-paid healthcare, such as the U.S., Keyfactor pays for medical, dental and vision coverage for employees and their families. Paid parental leave is offered everywhere, structured by region, and U.S. employees also get adoption and fertility support. Most roles and regions include stock options and a retirement plan with a company match.
No. The careers page promises market-competitive compensation, but current postings do not list pay ranges, so raise compensation directly during the hiring process.
Bereavement Leave
Military Leave
Team Events & Social Budget
Employee Referral Bonus
