Regional Sales Director – DACH

🔥 0 minutes ago

🇩🇪 Germany – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

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Keyfactor

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

🚘 Automotive

🏥 Healthcare

🔐 Security

Automotive • Healthcare • Security

Keyfactor is a leader in providing Public Key Infrastructure (PKI) and cryptographic services, with a strong focus on identity-first security. The company offers a range of products and services designed to manage digital certificates and cryptographic keys for enterprises and IoT devices, enhancing security and trust in an increasingly connected world. Their offerings include PKI as a service, certificate lifecycle automation, fast and secure code signing, and IoT identity management. Keyfactor's solutions also address industry-specific challenges in automotive, medical, telecom, and industrial IoT sectors. Emphasizing modern PKI practices, Keyfactor helps organizations automate and scale their security infrastructure while preparing for emerging threats, including post-quantum cryptography.

📋 Description

• Own a defined portfolio of enterprise accounts in the DACH region as a senior individual contributor • Develop and execute focused account plans • Establish executive relationships and generate and convert pipeline • Build strategic opportunities through technical evaluation, formal procurement, and complex decision-making cycles • Engage CISOs, CIOs, PKI and security architects, procurement leaders, partners, and other stakeholders • Connect technical requirements with operational risk and measurable business value • Collaborate with DACH sales representatives and cross-functional partners in Sales Engineering, Sales Development, Marketing, Channel, and Delivery • Maintain accountability for opportunity momentum, qualification, forecast accuracy, commercial strategy, and results • Develop strategic plans for assigned enterprise accounts, identifying whitespace, priority use cases, executive access routes, and partner opportunities • Generate qualified pipeline through direct prospecting, executive engagement, account-based activities, and partner-led sales motions • Advance multi-threaded opportunities from initial engagement through discovery, technical validation, negotiation, and close • Lead value-based conversations with senior business and technical stakeholders • Coordinate internal specialists and external partners to align stakeholders and maintain momentum • Maintain accurate opportunity records and reliable forecasts throughout long, multi-stakeholder sales cycles • Navigate public and private tenders, procurement processes, and contract negotiations • Own account strategy and outcomes • Travel throughout the DACH region as needed

🎯 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 sense of urgency translating into consistent action and results • Professional fluency in both German and English • Ability to communicate effectively with senior business and technical audiences • Strong storytelling and presentation skills • 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 direct and partner-led sales • Intellectual curiosity and ability to develop credibility within a technically complex market • Knowledge of PKI, certificate lifecycle management, machine identity, cryptography, or adjacent cybersecurity markets strongly preferred • Experience with MEDDPICC, Solution Selling, SPIN, or comparable enterprise sales methodology 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 • Collaborative and customer-focused approach, with humility, composure, and sound judgment

🏖️ Benefits

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule); benefit subject to change • Comprehensive benefit coverage globally • Paid Parental Leave, with structure varying based on regional/government requirements • Comprehensive adoption and fertility support • Competitive time off globally • Dedicated employee-focused ambassadors via Key Contributors & Culture Committees • DIVERSE Commitment supporting a more inclusive and diverse future • Keyfactor Alliance Program supporting DEIB efforts • Wellbeing resources • Wellness allowance • Mindfulness app free membership • Wellness Wednesdays • Global Volunteer Day • Company non-profit matching • 3 volunteer days off • Monthly talent development and cross-functional meetings supporting professional development • Regular All Hands meetings followed by group gatherings • Opportunities to grow personally and professionally • Entrepreneurial environment balancing autonomy and structure