Strategic Account Executive

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!

Title: Strategic Account Executive, East (formal title is Strategic Account Director)

Location: United States, EST (Remote)

Experience: Senior Level

Function: Sales

Industry: Computer and Network Security

About Keyfactor 

We build teams that continually strive to get better than the day before. As part of a rapidly growing organization, you will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas while also having leaders who lead with authenticity and transparency. Our talent and our culture are a key differentiator for us, and we take great pride and care in hiring and retaining some of the best in the industry.  

Job Summary 

The Strategic Account Director is responsible for driving revenue growth through expansion deals within the most strategic customer accounts. This role focuses on identifying and closing upsell and cross-sell opportunities, deepening customer relationships, and collaborating with internal teams to deliver tailored solutions that meet customer needs. Success in this position is measured by the ability to grow and retain strategic customers to increase customer lifetime value. 

Applicants must be legally authorized to work in the United States.

Job Responsibilities 

• Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services. 

• Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention. 

• Maintain a deep understanding of the customer account - including strategic initiatives, organizational structure, decision and budgeting processes.  

• Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities.  

• Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals. 

• Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics. 

• Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives. 

• Act as a point of escalation for any issues, ensuring swift resolution to maintain customer satisfaction and minimize potential churn risks. 

• Act as an expert on Keyfactor’s products and packaging, ensuring customers are licensed for appropriate entitlements that align with their strategic objectives.  

Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts. 

Minimum Qualifications, Education, and Skills 

• 10+ years in an enterprise focused revenue generating role.  

• Ideal candidate holds experience/knowledge in banking and insurance industry 

• Bachelor’s degree in business administration, technology, or equivalent experience. 

• Comprehensive understanding of the IT Security landscape and emerging trends. 

• Expertise in risk management and security compliance frameworks. 

• Knowledge of advanced technologies and their implications for the IT Security sector. 

• Exceptional ability to develop and execute high-level strategic plans that drive growth. 

• Expertise in the IT Security industry with an emphasis on market trends and dynamics. 

• Strong indirect leadership skills to inspire and guide teams. 

Travel Requirements 

• Up to 40% travel required.  

Compensation

Salary will be commensurate with experience.  

Culture, Career Opportunities and Benefits 

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.  

Here are just some of the initiatives that make our culture special:   

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees. 
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology. 
• The Keyfactor Alliance Program to support DEIB efforts. 
• 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. 

Our Core Values 

Our core values are extremely important to how we run our business and what we look for in every team member:  

Trust is paramount.   

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.   

Customers are core.   

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.   

Innovation never stops, it only accelerates.   

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.   

We deliver with agility**.**    

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.   

United by respect**.**    

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.   

Teams make “it” happen.   

Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.   

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.  

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time. 

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