AVP, Mid Enterprise Sales & Sales Development

About Keyfactor Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale - and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companiesacross the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow. We hope you will trust your future with Keyfactor! Title: AVP, Mid Enterprise Sales & Sales Development Location: United States; Remote Experience: E1- Assistant Vice President Job Function: Sales Employment Type: Full-Time Industry: Computer & Network Security Job Summary This ual-role leader will oversee both the Sales Development team and US Mid Enterprise operations to drive strategic revenue growth across North America and the West Coast. Combining expertise in sales management and team development, this position bridges strategic planning and operational execution, maximizing opportunities across all Keyfactor products. Reporting to the Chief Sales Officer, the AVP of Sales and Sales Development will build and mentor sales / sales development teams, optimize processes, and spearhead cross-departmental collaboration to achieve aggressive ARR growth targets. The position is based in the US. Applicants must hold U.S. citizenship or U.S. permanent resident status. Job Responsibilities Leadership & Team Management Lead and manage Sales Development Representatives (SDRs) and regional sales representatives to meet or exceed performance metrics. Hire, train, and coach team members, fostering a collaborative and high-performing sales culture. Act as a mentor, holding team members accountable with clear goals and actionable feedback. Strategic Sales Execution Develop and implement comprehensive sales strategies across regions, aligning with company growth objectives. Collaborate with Field Sales Directors, Marketing, and Revenue Operations to advance pipeline progression and achieve forecasting accuracy. Drive account strategies in partnership with Sales Engineering and Professional Services to expand customer adoption of Keyfactor solutions. Operations & Forecasting Analyze and optimize team performance metrics to drive consistent revenue growth. Ensure accurate territory and pipeline forecasting on a monthly, quarterly, and annual basis. Conduct regular meetings for top-of-funnel pipeline development and bottom-of-funnel deal progression. Customer-Centric Growth Stay informed about industry trends, competitive landscapes, and Keyfactor's suite of products to guide effective outreach and client engagement. Act as a customer advocate, ensuring solutions meet their business drivers and long-term goals. Minimum Qualifications, Education, and Skills Bachelor's degree or equivalent in relevant sales experience. Proven ability to manage and scale sales teams in team leadership roles. Expertise in using tools such as Salesforce, LinkedIn Sales Navigator, and Outreach/SalesLoft. Strong communication and presentation skills with an ability to engage large and small audiences effectively. Deep understanding of Certificate Lifecycle Management, IoT/IIoT, and security-related solutions. Collaborative leadership style with a knack for fostering trust, inclusivity, and team cohesion. Level of Authority The level of authority for an Associate Vice President (AVP) position within an organization represents a senior leadership role with significant responsibility, influence, and decision-making authority over a specific division, department, or area of the organization.