Regional Sales Director – DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Manage a designated portfolio of enterprise accounts in the DACH region as a senior individual contributor.

• Create and implement targeted account strategies.

• Build executive relationships while generating and converting opportunities.

• Develop strategic opportunities through technical assessments, formal procurement, and intricate decision-making processes.

• Engage with CISOs, CIOs, PKI and security architects, procurement leaders, partners, and various other stakeholders.

• Link technical requirements to operational risks and quantifiable business value.

• Collaborate with DACH sales representatives and cross-functional teams in Sales Engineering, Sales Development, Marketing, Channel, and Delivery.

• Take responsibility for opportunity momentum, qualification, forecast precision, commercial strategy, and outcomes.

• Formulate strategic plans for assigned enterprise accounts, uncovering whitespace, key use cases, executive access pathways, and partnership prospects.

• Generate qualified pipeline through proactive prospecting, executive engagement, account-specific initiatives, and partner-led sales approaches.

• Advance multi-threaded opportunities from initial contact through discovery, technical validation, negotiation, and closure.

• Lead value-driven discussions with senior business and technical stakeholders.

• Coordinate internal experts and external partners to align stakeholders and sustain momentum.

• Maintain precise opportunity records and reliable forecasts throughout lengthy, multi-stakeholder sales cycles.

• Navigate public and private tenders, procurement procedures, and contract negotiations.

• Oversee account strategy and results.

• Travel within the DACH region as required.

⛳️ Requirements

• Bachelor’s degree or equivalent practical experience.

• Proven success in selling complex enterprise software, infrastructure, or cybersecurity solutions in the DACH region, particularly in substantial multi-stakeholder transactions.

• Demonstrated capability to generate new business within strategic accounts instead of relying solely on existing or inbound demand.

• Strong prospecting abilities, a proactive drive to succeed, and a sense of urgency that translates into consistent action and results.

• Professional proficiency in both German and English.

• Effective communication skills with senior business and technical audiences.

• Excellent storytelling and presentation abilities.

• Capacity to simplify complex technical topics, making them understandable, relevant, and engaging.

• Ability to lead without formal authority by creating clarity, aligning specialists and partners, and influencing decisions across various stakeholder groups.

• Highly organized and detail-oriented approach to account planning, opportunity qualification, pipeline management, and forecasting.

• Strong commercial acumen and demonstrated negotiation skills in both direct and partner-led sales contexts.

• Intellectual curiosity and the ability to establish credibility in a technically intricate market.

• Preferred knowledge of PKI, certificate lifecycle management, machine identity, cryptography, or related cybersecurity sectors.

• Experience with MEDDPICC, Solution Selling, SPIN, or similar enterprise sales methodologies is preferred.

• Ability to work remotely within Germany and travel up to 50% of the time.

• Legal authorization to work in Germany and the capacity to travel freely within the assigned territory.

• A collaborative and customer-oriented approach, characterized by humility, composure, and sound judgment.

🏝️ Benefits

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

• Comprehensive global benefits coverage.

• Paid Parental Leave, structured according to regional/government requirements.

• Extensive adoption and fertility support.

• Competitive time-off policies globally.

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

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

• Keyfactor Alliance Program advancing DEIB initiatives.

• Availability of wellbeing resources.

• Wellness allowance provided.

• Free membership to a mindfulness app.

• Wellness Wednesdays initiatives.

• Global Volunteer Day opportunities.

• Company nonprofit donation matching.

• Three volunteer days off per year.

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

• Regular All Hands meetings followed by group gatherings.

• Opportunities for personal and professional growth.

• An entrepreneurial environment that balances autonomy with structure.