Keyfactor

• Understands and contributes to contract negotiations. • Delivers reliable forecasts and accurate reporting for the territory. • Collaborates with marketing to build out the go-to-market (GTM) strategy. • Manages pipeline over long sales cycles. • Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level. • Contributes to the development of product, market, and competitor knowledge. • Participates in events and tradeshows. • Maintains a commitment to the company’s sales processes, values, and target visions.

• Build and run a continuous market and competitive intelligence program across PKI, machine identity, cryptography, and AI security, turning customer, competitor, and analyst insights into recommendations that inform product strategy, positioning, and GTM planning. • Own the product marketing strategy for how Keyfactor secures AI, extending the Trust Control Plane to AI agents and positioning Keyfactor as the foundation enterprises need to deploy autonomous systems with trust. • Shape and evolve Keyfactor's platform narrative and category positioning, with a particular focus on machine identity at scale and enterprise readiness for post-quantum cryptography. • Own the go-to-market strategy for emerging products and new additions to the platform, defining positioning, messaging, and buyer-ready narratives as Keyfactor expands the platform into new areas. • Develop executive-level thought leadership and original research, including frameworks, benchmark studies, and POV-driven content, that translate complex market shifts into clear business value and strengthen Keyfactor's authority in trust infrastructure. • Partner with analyst relations and executive leadership on briefing preparation, strategic POV development, and market positioning. • Collaborate across Corporate Marketing, Growth Marketing, and Product teams to support launches, integrated campaigns, and thought leadership that puts Keyfactor's leaders in front of the market.

• Own Creative Execution: Design high-quality brand and marketing assets across the full spectrum, including web pages, social media, presentations, collateral, event materials, and graphics. • Create from Scratch: Develop original graphics, illustrations, and visual concepts from the ground up (not just assemble stock imagery). Bring raw creative talent to every project. • Support Creative Direction: Contribute to creative ideation and art direction across campaigns and brand initiatives. Help shape the visual identity and push the brand forward, not just execute on briefs. • Evolve the Brand Identity: Keep our brand identity bold and consistent by refining iconography, illustration systems, photography direction, and motion design language. • Collaborate Cross-Functionally: Partner with product marketing, demand generation, field marketing, and various internal teams to deliver creative that supports pipeline, brand awareness, and customer engagement. • Champion Brand Consistency: Ensure all creative output is on brand and reflects Keyfactor’s distinctive visual identity across every touchpoint. • Leverage AI and Modern Tools: Explore and integrate AI-powered design tools to accelerate workflows, generate concepts, and multiply creative output without sacrificing quality and authenticity.

• Develop and implement a comprehensive enterprise security strategy that protects internal systems, operations, and corporate assets while reinforcing customer trust externally. • Serve as the executive authority on information security, risk management, and security compliance, ensuring alignment with corporate objectives and regulatory requirements. • Collaborate with product, engineering, and business teams to embed security design principles and practices across all Keyfactor offerings. • Represent Keyfactor externally to customers, partners, industry forums, and regulators to strengthen trust, demonstrate compliance, and communicate security commitments. • Lead enterprise security operations, including threat detection, incident response, vulnerability management, and proactive risk mitigation. • Maintain and continuously improve the Information Security Management System (ISMS), driving adherence to ISO 27001, SOC 2, FedRAMP, and emerging standards such as ISO 42001 for AI. • Define and enforce security policies, procedures, and standards that ensure both internal resilience and external assurance for clients and partners. • Conduct enterprise-wide risk assessments, audits, and reviews to identify, quantify, and mitigate security threats internally and across customer-facing services. • Partner with Compliance and Legal teams to maintain adherence to global data protection, privacy, and regulatory standards (e.g., GDPR, CCPA, FedRAMP, AI). • Act as the executive sponsor for security certifications, audits, and customer assurance initiatives that validate Keyfactor’s external trust posture. • Provide Keyfactor senior leadership periodic assessments on current and emerging threats and the organizations posture to remediate those threats. • Ensure that Keyfactor’s corporate security training and awareness program is optimized to engage employees and improve security culture. • Collaborate with product and engineering teams to integrate security into the full product lifecycle, including design, development, deployment, and maintenance. • Champion secure software development practices, cryptographic innovation, and identity management solutions that protect customer data and enhance trust. • Serve as the point of contact for customers and partners regarding security concerns, audits, and assurance programs, strengthening Keyfactor’s reputation as a trusted provider. • Build, lead, and mentor a high-performing global security organization focused on both internal protection and external assurance. • Establish clear objectives, performance metrics, and professional development pathways for security, risk, and compliance teams. • Foster a culture of proactive risk management, operational excellence, and cross-functional collaboration.

• Experience conducting vulnerability assessments, system audits, and risk analysis using industry-standard scanning tools (e.g., Nessus, Azure security tools, Tenable, Burpsuite, etc…) to support a proactive security posture. • Manage and implement continuous monitoring processes to ensure the organization maintains compliance with a variety of information security frameworks, including ISO 27001:2022 and SOC 2 Type II. Experience with government compliance standards such as FedRAMP (NIST SP 800-53) and CMMC is preferred. This role focuses on ensuring robust security practices and adapting to evolving compliance requirements. • Collaborate closely with IT, DevOps, Engineering, and Compliance teams to enforce security policies, procedures, and best practices. • Actively monitor, analyze, and respond to security alerts and incidents, performing investigations, incident handling, and recommending corrective actions. • Provide expert guidance on security matters to support secure development and operations.

• Conduct thorough compliance reviews and assessments of company policies and procedures. • Monitor and analyze changes in laws and regulations to ensure company compliance. • Assist in compliance audits, investigations, and risk assessments. • Respond to compliance inquiries and provide guidance to internal teams. • Stay informed about industry best practices and emerging compliance trends. • Prepare reports and presentations on compliance performance and areas for improvement.

• Design and deliver multi-channel demand programs: Define and run the demand strategy for the Named Account Model, building the advanced segmentation, dynamic orchestration, and prioritization that reach, engage, and convert priority accounts at scale. • Own and scale PLG growth motion: Lead planning and execution for ICP acquisition, activation, and pipeline conversion through Keyfactor’s Test Drive program. • Develop and manage growth measurement and reporting: Define North Star metrics and supporting KPIs that tie leading indicators, engagement data, and funnel metrics to Opportunity ARR and Revenue. Partner with Marketing Ops, Rev Ops, and Marketing Analyst to maintain performance dashboards, and turn data into direction for the team and leadership. • Build the experimentation engine: Develop the testing roadmap and raise the bar on experiment rigor to optimize for what works and improve engagement rates, pipeline quality, and sales impact across channels. • Lead cross-functional alignment: Project manage and partner across Performance Marketing, Marketing Ops, Web, Content, Field, Customer, Brand, Product Marketing, SDR, and Sales to ensure message-to-market fit, account and segment prioritization, full-funnel alignment, and SDR and Sales conversion. • Champion AI and automation: Set and implement the AI and automation strategy across the campaign operating process alongside Marketing Operations. Lead ideation and planning across content development, deployment, and optimization, and establish best practices and standards the broader team adopts. • Mentor and lead: Act as a player-coach and strategic thought partner to the Senior Director of Growth Marketing, mentoring team members and innovating across the team.

• Lead the design, implementation, and maintenance of complex software solutions. • Provide technical expertise and guidance to engineering teams. • Ensure high standards of code quality through reviews, pull requests and best practices. • Work with cross-functional teams to achieve project objectives and resolve issues. • Drive improvements in software design and development processes. • Identify and address technical problems and performance issues. • Mentor other engineers, providing guidance and support for their development. • Work closely with the Quality Assurance teams and participate in QA efforts when needed. • Participate in internal and external product support when needed. • Engage in Agile ceremonies and contribute to iterative development processes.

• Partner with Sales, Tech Sales, and cross-functional teams to gather customer requirements, recommend appropriate service SKUs, and align offerings to customer needs • Support RFP/RFI responses and provide guidance on service capabilities, delivery methodology, and standard practices • Collect End-Customer requirements and collaborate in drafting Level of Effort estimates. • Review and drive feedback on MSAs/T&Cs/RFPs/etc. on behalf of the Professional Services team. • Provide insightful feedback on deployment strategy and standard SKUs/SOWs for new products. • Field complex questions on service methodology and delivery best practices. • Implement new processes and procedures to support hyper-growth. • Review and analyze delivery services data to improve sales workflows and scoping processes

• Defines, monitors, and adjusts project scope and timelines as necessary. • Schedules, coordinates, and leads meetings and working sessions for team members and customers. • Conducts customer meetings via video and voice calls, promoting active participation. • Acts as an escalation point for project issues and initiates resolution. • Ensures the company meets legal obligations through contract interpretation. • Leads daily customer-facing interactions via Teams/Zoom calls and emails. • Advances projects by collaborating with clients and internal resources. • Efficiently utilizes Delivery teams and their skill sets to prioritize and manage projects. • Uses Keyfactor’s conversation flow and technical terminology for clear, concise communication. • Leads the development of processes and procedures to create scalable standards. • Assists in determining and tracking team KPIs. • Acts and speaks on behalf of the company, making autonomous decisions and encouraging teammates to do so. • Prioritizes customer satisfaction, resulting in referenceable accounts. • Serves as the primary point of contact for approximately 12-16 complex enterprise projects simultaneously. • Reports and escalates issues to management as needed. • Ensures project data in Salesforce and project management tools is up to date.