Regional Sales Director, Nordics & Baltics

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!

T itle: Regional Sales Director, Nordics & Baltics

Location: Stockholm, Sweden (Remote)

Experience: Director Level

Job Function: Direct Sales

Employment Type: Full-time

Travel Requirements: up to 30%

Industry: Computer Network & Security

Job Summary

The Regional Sales Director will o wn enterprise growth across Scandinavia and the Baltic states as a senior individual contributor. Developing new business and expansion with autonomy, specialist support and connection to Keyfactor’s European headquarters in Stockholm.

Responsibilities

• 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.

Minimum Qualifications, Education, and Skills

• 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 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.
• Curiosity and learning agility; PKI, CLM or cryptography knowledge is advantageous . Sales Engineering provides technical depth.
• Professional fluency in Swedish and English; other regional languages are advantageous . Right to work in Sweden.

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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 …