Regional Sales Director, DACH

About the role

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. You will develop and execute focused account plans, establish executive relationships, and generate and convert pipeline while navigating complex decision-making cycles. This role requires close collaboration with cross-functional partners to connect technical requirements with measurable business value.

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.

Required skills

• Enterprise software sales
• Cybersecurity sales
• Prospecting
• German
• English
• Account planning
• Pipeline management
• Negotiation

Nice to have

• PKI
• Certificate lifecycle management
• Machine identity
• Cryptography
• MEDDPICC
• Solution Selling
• SPIN

Qualifications

• Bachelor’s degree or equivalent practical experience
• Legal right to work in Germany

Benefits

• Second Fridays off
• Comprehensive benefit coverage
• Paid Parental Leave
• Competitive time off
• Wellness allowance
• Mindfulness app membership
• Global Volunteer Day
• Non-profit matching
• Volunteer days off

About the Company

Keyfactor is a leader in trust infrastructure for AI and machines, helping enterprises and government agencies manage cryptographic identities. The company is a global team that values trust, customer focus, agility, respect, and teamwork.