Regional Sales Director - DACH

Title: Regional Sales Director, DACH

Location: Germany (Remote)

Experience: Mid Level - Senior

Job Function: Direct Sales

Employment Type: Full-time

Travel Requirements: up to 50%

Industry: Computer Network & Security

Job Summary

As an Enterprise Sales Director, you will be one of three senior individual contributors responsible for the DACH region, with ownership of a defined portfolio of enterprise accounts. This is an individual contributor role and does not include people-management responsibilities.

You will develop and execute focused account plans, establish executive relationships, generate and convert pipeline, and build strategic opportunities capable of navigating technical evaluation, formal procurement, and complex decision-making cycles. You will engage with CISOs, CIOs, PKI and security architects, procurement leaders, partners, and other key stakeholders to connect technical requirements with operational risk and measurable business value.

You will collaborate closely with the other DACH sales representatives and cross-functional partners across Sales Engineering, Sales Development, Marketing, Channel, and Delivery. While you will have substantial support, you will maintain direct accountability for opportunity momentum, qualification, forecast accuracy, commercial strategy, and results across your assigned accounts.

Keyfactor provides experienced sellers with meaningful autonomy in how they develop their territory. In return, we expect self-direction, disciplined execution, sound judgment, and consistent performance against a significant sales quota. Our culture is shaped by trust, customer focus, agility, respect, teamwork, and a shared commitment to delivering results.

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.

Minimum Qualifications, Education, and Skills#LI-NA1

• 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.