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!

Job Summary

The Strategic Account Executive 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.

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

• 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.
• Experience selling into Technology companies primarily headquartered on the West Coast.
• Strong indirect leadership skills to inspire and guide teams.
• Ability to act as an ambassador for the company, demonstrating behaviors consistent with core values.
• Ability to lead and mentor teams, fostering a culture of continuous improvement and collaboration.
• Strong problem-solving skills to address complex challenges effectively.

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.

Our Core Values

• Trust is paramount.
• Customers are core.
• Innovation never stops, it only accelerates.
• We deliver with agility.
• United by respect.
• Teams make “it” happen.

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