Enterprise Sales Account Executive (Federal)

Keyfactor, Inc.•Washington, DC

2d•Remote

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.

Requirements

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.

Nice To Haves

Experience in cybersecurity, identity, or cryptography is strongly preferred.

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.

Benefits

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.