Regional Sales Director, Central & Eastern Europe

The role

The Regional Sales Director owns an enterprise account portfolio across Central and Eastern Europe as a senior individual contributor. You will build new business and expansion using Keyfactor's platform for machine identity and post-quantum security.

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, supported by real deal examples and quota attainment.
• Experience generating new business in Central and Eastern Europe, with 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, sound commercial judgment and a commitment to customer outcomes.
• 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, share knowledge and take ownership of complex deal outcomes.
• Professional fluency in English.
• Right to work in the country of employment.

Nice to have

• PKI, CLM or cryptography knowledge is advantageous
• Polish or another relevant regional language is 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 is available to new parents.
• 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 to support professional development.
• Regular All Hands meetings – followed by group gatherings.

About the company

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.