On-site
SaaS
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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
Location: United Kingdom (Remote)
Experience: Mid Level - Senior
Job Function:Direct Sales
Employment Type:Full-time
Travel
Requirements: upto 50%
Industry:Computer Network & Security
Job Summary
The Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.
Responsibilities
Understands and contributes to contract negotiations Delivers reliable forecasts and accurate reporting for the territory Collaborates with marketing to build out the go-to-market (GTM) strategy Manages pipeline over long sales cycles Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level Contributes to the development of product, market, and competitor knowledge Participates in events and tradeshows Maintains a commitment to the company’s sales processes, values, and target visions
Minimum Qualifications, Education, and Skills
Bachelor’s degree in Business Administration, Technology, or equivalent experience Strong understanding of IT security, PKI, and certificate lifecycle management In-depth knowledge of market dynamics and competitor strategies Familiarity with regulatory
requirements in the IT Security industry Experience with and knowledge of MEDDPICC, Solution S
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
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.
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