[Hiring] Strategic Account Director @Keyfactor, Inc.

Role Description

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.

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.

Qualifications

• 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.

Requirements

• Up to 40% travel required.

Compensation

• Salary will be commensurate with experience.

Benefits

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule).
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents, with structure varying based on regional/government requirements.
• 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

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

Equal Opportunity Employer

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 [email protected] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.