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About the role
Key responsibilities & impact- Drive revenue growth through expansion deals within strategic customer accounts
- Identify and close upsell and cross-sell opportunities
- Deepen customer relationships and deliver tailored solutions with internal teams
- Proactively align additional products or services with customer needs
- Maintain relationships with key account stakeholders to foster trust and retention
- Maintain deep knowledge of account initiatives, organizational structure, decision processes, and budgeting
- Create strategic account plans covering expansion and renewal opportunities
- Collaborate with product, marketing, and customer success teams on customized solutions and expansion-deal execution
- Monitor account performance and expansion pipeline
- Report on sales forecasts, revenue targets, and account health metrics
- Lead contract negotiations for upsell and cross-sell deals
- Escalate issues to maintain customer satisfaction and minimize churn risks
- Advise customers on Keyfactor products, packaging, and appropriate licensing entitlements
- Monitor industry trends, competitor activity, and market changes
Requirements
What you’ll need- 10+ years in an enterprise-focused revenue-generating role
- Experience or knowledge in the banking and insurance industry is ideal
- 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
- Ability to develop and execute high-level strategic plans that drive growth
- Expertise in the IT security industry, with emphasis on market trends and dynamics
- Strong indirect leadership skills
- Applicants must be legally authorized to work in the United States
- Up to 40% travel required
Benefits
Comp & perks- Second Fridays: a company-wide day off on the second Friday of every month, excluding November and December due to the holiday schedule; subject to change
- Comprehensive benefit coverage globally
- Paid parental leave
- 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