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!

Title: Inside Sales Representative

Location: Atlanta, Georgia; (Hybrid)

Experience: Mid-Senior Level

Job Function: Sales Development

Employment Type: Full Time

Industry: Computer and Network Security

About the position

The Inside Sales Representative enhances lead generation efforts, provides guidance to junior team members, and optimizes outreach strategies.

Job Responsibilities

Leverages an ABX approach to strategically identify, develop, and qualify new business opportunities within Named and Customer Accounts.
Aligns with Global and Strategic Account Directors to ensure a cohesive approach to account penetration and pipeline development.
Participates in strategic planning sessions to identify key target accounts and devise tactics for engagement.
Work closely with:
Account Executives / Regional Sales Directors on strategic opportunities
Customer Success to identify expansion signals and drive upsell pipeline
Participate in account planning and coordinated engagement strategies
Align messaging and outreach across roles to present a unified customer experience
Independently own and close smaller / transactional deals while collaborating on larger, complex opportunities
Own the entire sales cycle for transactional, small ARR customer opportunities
Generate, advance, and close deals below defined ARR thresholds
Conduct discovery, deliver product positioning, manage objections, and negotiate pricing and contracts
Issue quotes, build proposals, and manage deal execution through close
Partner with field or strategic sellers on deals that exceed defined thresholds or complexity
Support larger opportunities through research, stakeholder mapping, and follow-up execution
Participate in structured handoffs and joint calls to ensure continuity and deal progression (no stalled pipeline)
Manage and progress a book of business and active pipeline within assigned accounts/territory
Maintain accurate forecasting, deal tracking, and pipeline visibility in CRM
Prioritize opportunities based on deal size, complexity, and likelihood to close
Execute against quota targets for pipeline and revenue attainment

Minimum Qualifications, Education, and Skills

Bachelor’s degree in business, marketing, or a related field.
Experience in sales development or related roles, with a proven track record of meeting or exceeding sales targets.
Moderate proficiency in CRM systems and sales enablement tools.
Skills in using marketing automation tools. • Strong communication and interpersonal skills.
Ability to strategize and implement lead generation plans.
Strong understanding of Account-Based Experience (ABX) strategy.
Can demonstrate moderate understanding and ability to manage both pipeline generation and deal closing responsibilities
Strong skills in: Discovery and qualification
Objection handling and negotiations
Analytical mindset with ability to interpret sales metrics and adjust tactics accordingly
Experience with account-based or multi-threaded selling approaches

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.