Keyfactor is hiring a

Web3 Sales Director, D-A-CH

Title: Sales Director, D-A-CH

Location: Remote, Germany

Experience: Director

Job Function: Direct Sales

Employment Type: Full-time

Travel Requirements: 30+%

Industry: Computer Network & Security

About the position

Keyfactor is looking to add an enthusiastic, professional, and goal-oriented Sales Director to our team for the D-A-CH territory. Sales Directors at Keyfactor work in a high-level consultative role, meeting with executives and technical resources and selling Keyfactor’s products and services to potential clients. The right candidate will be highly proficient in establishing and maintaining relationships with key decision makers with a proven ability to close business in the mid-market to enterprise commercial corporate segments.

Strategic business development and implementing the strategy to develop the sales in your territory will be a natural part of this role. We expect you to map out your territory, provide the insights needed and plan for territorial market outreach as well as specific account-based initiatives, obviously supported by our marketing and SDR team. You know what it takes to drive sales through long sales cycles, and you understand what social selling, networking and indirect sales means in practice.

While we expect business and sales to be your key driver and motivator you will be selling a technically complex product where a technical mindset and understanding will be vital. Your interest and ambition to become the subject matter expert on our products and their usage, along with industry knowledge, will in the end be what drives your sales.

The D-A-CH region is one of our most strategical regions and we have a well-established presence on the market, with a good portfolio of existing customers and partners.

You will be working closely with several internal stakeholders, including sales engineering, marketing, services, management, and finance and the ability to create good personal relationships within the company will be essential to your success. We are a fast-growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Sales Manager at Keyfactor we believe that these skills are inherit to who you are.

You will be reporting directly to the VP of Sales for EMEA. Travel up to 50% will be a natural part of this position.

Excellent command of both German and English will be required, as well as a valid Right to Work in Germany.

The position is based in Germany and can be performed remotely from Germany when necessary. Applicants must be living in Germany and hold a valid Right to Work. 

Responsibilities

• Conduct meetings and close business in mid-market to enterprise commercial corporate accounts in theD-A-CH
• Develop new accounts while maintaining and sustaining successful long-term relationships with key decision makers up to and including the “C” level.
• Meet and exceed qualified quota goals for assigned territory and targeted accounts.
• Develop product-, market- and competitor knowledge.
• Manage opportunities effectively and maintain good visibility within Salesforce.
• Develop and execute the strategic direction for your region aligned with Keyfactor’s overall goals and ambitions for continuous growth.
• Obtaining a good understanding of the IT Security industry in general and our market in particular.
• Delivering a reliable forecast and clear and accurate reporting for the region.
• Manage sales activities including prospecting and greenfield sales.
• Identify and develop possibilities for future business growth, including strategically important partnerships and key customers and sponsors.
• Maintain a commitment to the company’s sales processes, values, and target visions.
• Financial and relational pipeline management over long sales cycles.
• To act as an ambassador for Keyfactor externally demonstrating a behavior consistent with our core values.
• Responsibility for writing and negotiating quotes, contracts, and partner contracts.
• Answering both public and private tenders.
• Collaborate with marketing to build out the strategy for the territory.
• Participate in events and tradeshows.
• Be the subject matter expert.

Skills and Qualifications

• University degree in Business or Technology or equivalent experience
• Strong demonstrable experience in technical sales and business development.
• Demonstrable experience in international sales experience.
• Experience working with both partners and direct sales.
• Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
• Strong networking skills.
• Good understanding of the IT industry and the business landscape in the D-A-CH region
• Excellent, clear, and transparent communication skills and the ability to communicate across different cultures / geographic regions.
• Advanced written and verbal communication skills including ability to make professional presentations in front of small and larger audiences.
• Ability to write and execute strategic sales plans and effective sales proposals.
• Ability to utilize both analytical and creative skills effectively.
• Experience in a rapid-growth company or business unit is preferred.
• A thorough understanding of how sales and prospecting in today’s IT industry works.
• Experience with and knowledge of MEDDPICC, Solution Selling and SPIN selling is preferred.
• A technical interest and ability to learn advanced technical concepts on an at least inch-deep level.
• Experienced in contract negotiations.
• Highly self-motivated and directed: able to work under pressure and to deadlines.
• Highly flexible and open to learning and understanding new technologies and concepts.
• Proven experience of working on multiple tasks or projects at any one time.
• Experience in working to targets and motivating individuals to achieve them.
• It will also be advantageous if you have a general understanding of IT-security, PKI, and certificate lifecycle management.

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 structure to create an entrepreneurial environment to spur creativity and new ideas. A few initiatives that make our culture special include: 

• Comprehensive benefit coverage 
• Flexible time off 
• Second Friday’s (a company-wide day off on the second Friday of every month) 
• The Keyfactor Alliance Program 

Our Core Values

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.  

Keyfactor is a proud equal opportunity employer.