Regional Sales Director – Nordics, Baltics
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Job Description
Regional sales director driving enterprise growth for Keyfactor’s machine and AI trust infrastructure. Building cybersecurity sales pipeline across Scandinavia and the Baltic states.
Responsibilities:
- Own enterprise growth across Scandinavia and the Baltic states as a senior individual contributor
- Build and execute enterprise account plans, prioritizing whitespace, use cases, and partner access
- Create qualified pipeline through prospecting, executive outreach, events, and partner activity
- Develop multiple champions, engage economic buyers, and map customer decision processes
- Connect technical needs to business outcomes through value-based discovery and clear storytelling
- Lead complex opportunities through evaluation, tenders, procurement, negotiation, and close
- Work with Sales Engineering, SDR, Marketing, Channel, and delivery teams to advance opportunities
- Maintain disciplined qualification, accurate Salesforce records, and reliable evidence-based forecasts
- Meet or exceed quota, protect deal value, and develop lasting customer and partner relationships
- Travel up to 30%
Requirements:
- 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 developing enterprise accounts in Nordic or Baltic markets, 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 commitment to customer outcomes
- High self-motivation, organization, attention to detail, resilience, composure, and follow-through under pressure
- Practical use of MEDDPICC or comparable methods, Salesforce, disciplined qualification, and forecasting
- Ability to align specialists and partners through influence, share knowledge, and take ownership of complex deal outcomes
- Curiosity and learning agility
- Professional fluency in Swedish and English
- Right to work in Sweden
- 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, excluding November and December (subject to change)
- Comprehensive benefit coverage globally
- Paid parental leave, with structure varying by regional/government requirements
- Comprehensive adoption and fertility support
- Competitive time off globally
- Wellbeing resources
- Wellness allowance
- Free mindfulness app membership
- Wellness Wednesdays
- Global Volunteer Day
- Company non-profit matching
- 3 volunteer days off
- Monthly talent development and cross-functional meetings supporting professional development
- Regular All Hands meetings followed by group gatherings
- Opportunities for personal and professional growth
- Entrepreneurial environment balancing autonomy and structure
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