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!
T itle: Regional Sales Director, Central & Eastern Europe
Location: Poland preferred, Czech Republic or Austria considered (Remote)
Experience: Director Level
Job Function:Direct Sales
Employment Type:Full-time
Travel
Requirements: up to 30%
Industry:Computer Network & Security
Job Summary
The Regional Sales Director owns a defined enterprise account portfolio across Central and Eastern Europe as a senior individual contributor. Building new business and expansion with regional autonomy, specialist support and Keyfactor’s platform for machine identity and post-quantum security.
Responsibilities
Builds and executes enterprise account plans, prioritizing whitespace, use cases and partner access. Creates qualified pipeline through prospecting, executive outreach, events and partner activity. Develops multiple champions, engages economic buyers and maps each customer’s decision process. Connects technical needs to business outcomes through value-based discovery and clear storytelling.
Leads complex opportunities through evaluation, tenders, procurement, negotiation and close. Works with Sales Engineering, SDR, Marketing, Channel and delivery teams to advance opportunities. Maintains disciplined qualification, accurate Salesforce records and reliable, evidence-based forecasts. Meets or exceeds quota, protects deal value and develops lasting customer a
Tools & Tech Stack
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
Ramp Period
Not mentioned — clarify timeline
Quota
$,
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Sales Rep
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
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
How do you coach underperforming reps?
Template questionDescribe your forecasting methodology.
Template questionHow do you structure onboarding for new hires?
Template questionSales leadership roles require balancing individual contributor revenue with team performance management.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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