Enterprise Sales Account Executive – Federal

Keyfactor

. Lead and grow Keyfactor’s public sector business across U.S.

Posted 10/12/2026full-timeRemote • District of Columbia • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in federal market strategies, IT security, and relationship management, with a strong focus on driving revenue growth and navigating complex procurement processes. Proven ability to influence stakeholders and coach teams while maintaining compliance with regulatory requirements.

Highest-signal resume keywords

Federal Go-To-Market StrategyIT Security KnowledgeMEDDPICC MethodologyPipeline DevelopmentStakeholder Influence

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

PKICertificate Lifecycle ManagementSolution SellingSPIN SellingContract NegotiationRevenue AttainmentMarket Dynamics AnalysisSales ForecastingBusiness Growth Opportunity IdentificationCybersecurity

Soft Skills

CoachingRelationship ManagementCommunicationCollaborationInfluencing

Tools & Technologies

Advanced Sales ToolsSales Technologies

Industry Keywords

Federal ProcurementRegulatory ComplianceFederal AgenciesDigital Trust SolutionsTradeshowsC-Level StakeholdersSystem IntegratorsChannel PartnersLong Sales CyclesCompetitor Strategies

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Lead and grow Keyfactor’s public sector business across U.S. federal civilian, defense, and intelligence agencies
Own the federal go-to-market strategy for Keyfactor digital trust solutions in the assigned territory
Develop strategic relationships with agency stakeholders, system integrators, and channel partners
Navigate federal procurement, including contract vehicles, compliance requirements, and long-cycle opportunities
Drive pipeline development, forecasting, revenue attainment, and accurate territory reporting
Work with Marketing, Product, Solutions Engineering, and Legal to position Keyfactor as a trusted federal-market partner
Understand and contribute to contract negotiations
Collaborate with Marketing to build the go-to-market strategy
Manage pipeline over long sales cycles
Develop new accounts and maintain long-term relationships with key decision-makers through C-level stakeholders
Contribute to product, market, and competitor knowledge
Participate in events and tradeshows
Maintain commitment to company sales processes, values, and target visions
Coach others and share knowledge with the broader team

Requirements

What you’ll need

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 Selling, and SPIN Selling
Ability to develop and execute strategic direction aligned with company goals
Proficiency using advanced sales tools and technologies
Ability to identify and develop future business growth opportunities, strategically important partnerships, and key customers
Ability to coach others and share knowledge, insights, and skills with the broader team
Ability to influence stakeholders at all levels of the organization
Proven record of closing complex, multi-stakeholder federal deals
Deep familiarity with how federal agencies buy
Credibility with technical and executive audiences
Experience in cybersecurity, identity, or cryptography strongly preferred
Must be legally authorized to work in the United States

Benefits

Comp & perks

Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule); benefit subject to change
Comprehensive benefit coverage globally
Generous paid parental leave in the U.S. and other regions, with comprehensive adoption and fertility support
Competitive time off globally
Dedicated employee-focused ambassadors via Key Contributors & Culture Committees
DIVERSE Commitment supporting a more inclusive and diverse future
Keyfactor Alliance Program supporting DEIB efforts
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