Remote
SaaS
jobscollider
About this role
About Keyfactor
Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world’s largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other.
We move fast, think big, and show up for one another every day. If you’re looking for work that matters and a team that brings out your best, we hope you’ll trust your future with Keyfactor!
Title: Inside Sales Representative
Location: Atlanta, Georgia; (Hybrid)
Experience: Mid-Senior Level
Job Function: Sales Development
Employment Type: Full Time
Industry: Computer and Network Security
About the position
The Inside Sales Representative enhances lead generation efforts, provides guidance to junior team members, and optimizes outreach strategies.
Job Responsibilities
Leverages an ABX approach to strategically identify, develop, and qualify new business opportunities within Named and Customer Accounts. Aligns with Global and Strategic Account Directors to ensure a cohesive approach to account penetration and pipeline development. Participates in strategic planning sessions to identify key target accounts and devise tactics for engagement.
Work closely with:
Account Executives / Regional Sales Directors on strategic opportunities Customer Success to identify expansion signals and drive upsell pipeline Participate in account planning and coordinated engagement strategies Align messaging and outreach across roles to present a unified customer experience Independently own and close smaller / transactional deals while collaborating on larger, complex opportunities Own the entire sales cycle for transactional, small ARR customer opportunities Generate, advance, and close deals below defined ARR thresholds Conduct discovery, deliver product positioni
Tools & Tech Stack
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Sales Rep
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Why are you interested in this role?
Template questionWhat motivates you in a sales environment?
Template questionHow do you handle rejection?
Template questionThis inside sales representative position with Keyfactor offers an opportunity to develop your sales career in a competitive market.
SaaS sales roles typically involve consultative selling with longer deal cycles.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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