Enterprise Sales Account Executive – Federal

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Lead and expand Keyfactor’s public sector operations within U.S. federal civilian, defense, and intelligence agencies.

• Take ownership of the federal go-to-market strategy for Keyfactor's digital trust solutions in the designated territory.

• Establish strategic relationships with agency stakeholders, system integrators, and channel partners.

• Navigate federal procurement processes, including contract vehicles, compliance requirements, and long-cycle opportunities.

• Drive pipeline development, forecasting, revenue achievement, and precise territory reporting.

• Collaborate with Marketing, Product, Solutions Engineering, and Legal to position Keyfactor as a reliable partner in the federal market.

• Contribute to and understand contract negotiations.

• Work with Marketing to create the go-to-market strategy.

• Manage the sales pipeline throughout lengthy sales cycles.

• Cultivate new accounts and sustain long-term relationships with key decision-makers, especially C-level stakeholders.

• Contribute to knowledge of products, markets, and competitors.

• Engage in events and tradeshows.

• Uphold commitment to company sales processes, values, and target visions.

• Mentor others and share expertise with the wider team.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Technology, or equivalent experience.

• Strong understanding of IT security, PKI, and certificate lifecycle management.

• Comprehensive knowledge of market dynamics and competitor strategies.

• Familiarity with regulatory requirements within the IT Security sector.

• Experience and knowledge of MEDDPICC, Solution Selling, and SPIN Selling methodologies.

• Ability to formulate and implement strategic direction that aligns with company objectives.

• Proficient in utilizing advanced sales tools and technologies.

• Capability to identify and cultivate future business growth opportunities, strategic partnerships, and key customers.

• Ability to mentor others and disseminate knowledge, insights, and skills to the broader team.

• Competence in influencing stakeholders at all organizational levels.

• Proven track record of successfully closing complex, multi-stakeholder federal deals.

• Extensive familiarity with federal agency procurement processes.

• Credibility with both technical and executive audiences.

• Experience in cybersecurity, identity, or cryptography is highly preferred.

• Must be legally authorized to work in the United States.

🏝️ Benefits

• Second Fridays (a company-wide day off on the second Friday of every month, excluding November and December due to the holiday schedule); this benefit is subject to change.

• Comprehensive benefit coverage on a global scale.

• Generous paid parental leave in the U.S. and other regions, along with extensive adoption and fertility support.

• Competitive time off policies worldwide.

• Dedicated employee-focused ambassadors through Key Contributors & Culture Committees.

• Commitment to DIVERSITY promoting a more inclusive and diverse future.

• Keyfactor Alliance Program supporting DEIB initiatives.

• Access to wellbeing resources.

• Wellness allowance.

• Free membership to a mindfulness application.

• Wellness Wednesdays.

• Global Volunteer Day.

• Company non-profit donation matching.

• Three volunteer days off.

• Monthly talent development and cross-functional meetings that support professional growth.

• Regular All Hands meetings followed by group networking events.