Inside Sales Representative

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. - 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 deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.   Customers are core.   We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.   Innovation never stops, it only accelerates.   The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.   We deliver with agility.    We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.   United by respect.    Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.   Teams make “it” happen.   Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.   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. Keyfactor Privacy Notice