Regional Sales Director, Nordics & Baltics

The role

The Regional Sales Director will own enterprise growth across Scandinavia and the Baltic states as a senior individual contributor. This role involves developing new business and expansion with autonomy and connection to the European headquarters.

What you will do

• 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 and partner relationships.

Required qualifications

• Bachelor's degree in Business Administration, Technology, or equivalent practical experience.
• Repeated success in complex enterprise software, infrastructure or cybersecurity sales.
• Experience developing enterprise accounts in Nordic or Baltic markets.
• Knowledge of local buying processes and partner ecosystems.
• Multi-threading, champion development, value-based selling and clear storytelling with C-level and technical decision-makers.
• Proven negotiating skills and sound commercial judgment.
• High self-motivation, organization and attention to detail.
• Resilience, composure and follow-through under pressure.
• Practical use of MEDDPICC or comparable methods, Salesforce and disciplined qualification and forecasting.
• Ability to align specialists and partners through influence.
• Professional fluency in Swedish and English.
• Right to work in Sweden.

Nice to have

• PKI, CLM or cryptography knowledge is advantageous
• Other regional languages are advantageous

Benefits

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December)
• Comprehensive benefit coverage globally.
• Paid Parental Leave.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings.

About the company

Keyfactor is the leader in trust infrastructure for AI and machines, helping enterprises and government agencies take control of cryptographic identities. The company is a global team that moves fast and thinks big.