Account Executive - Compliance Sales

What You'll Do

New Business Development:
• Create and execute quarterly business development plans that align with Coalfire’s current and future cybersecurity portfolio and revenue goals.
• Generate,qualify, and progress pipeline through outbound prospecting, targeted demand-generation activities, referrals, and inbound leads.
• Develop and execute multi-touch, consultative sales strategies tailored to client priorities, stakeholders, and buying processes.
• Pursue new logos and develop business with new buyers and business units within existing accounts.
• Coordinate the resources required to identify, qualify, advance, and secure opportunities.
Account Growth, Retention, and Strategy:
• Manage a defined set of strategic accounts and prospects, maintaining clear account strategies, stakeholder maps, opportunity priorities, and account plans.
• Build trusted, long-term relationships with client executives and key decision-makers, including C-suite, business, technology, cybersecurity, risk, and compliance leaders.  
• Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services and capabilities.  
• Understand evolving client needs and position solutions that support the client’s business, cybersecurity, compliance, and risk objectives.
• Maintain customer strategy and direction while coordinating account activity across internal teams.
Sales Strategy & Execution:
Drive the full sales cycle from discovery and solution positioning through proposal development, pricing, negotiation, close, and transition to delivery. 
Lead or coordinate account pursuits, including client procurement, proposal development, Statement of Work development, pricing strategy, contract negotiation, and risk management. 
Establish and follow repeatable processes using MEDDPICC methodology for lead qualification, deal review, approval, pipeline progression, and deal execution.
Organize and lead pursuit teams and ensure opportunities advance with the appropriate resources, decisions, and next steps.
Lead client-facing security strategy, planning, workshop, and formal proposal sessions as appropriate to the opportunity.
Client Engagement & Advisory:
Serve as a trusted advisor in strategic discussions related to cybersecurity, compliance, IT strategy, technology risk, and industry priorities.
Communicate complex services and solutions clearly to technical, product, infrastructure and business owners.
Lead executive-level presentations, workshops, proposal meetings, and other high-value client engagements.
Stay current on cybersecurity market trends, regulatory developments, emerging technologies, industry participants, and evolving business models.
Contribute to problem-solving sessions with client representatives, consulting teams, project managers, delivery teams, and other subject-matter experts.
Cross-Functional Collaboration:
Partner effectively with sales operations, sales solutions team, delivery, project management, marketing, legal, and other internal teams.
Coordinate resources to deliver a connected, professional buyer experience.
Build market awareness for Coalfire’s cybersecurity portfolio both internally and externally.
Provide timely context, feedback, and client intelligence to teams supporting solution development, delivery, and go-to-market activities.
Sales Operations and Forecasting
Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.
Demonstrate forecast accuracy, disciplined pipeline management, and consistent progression of qualified opportunities.
Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments to sales leadership.
Track performance against assigned quota, bookings, revenue, renewal, and other team-specific objectives.

What You'll Bring

Six or more years of successful experience in direct B2B sales or account management, preferably in cybersecurity, professional services, technology consulting, compliance, or a related environment.
Demonstrated success achieving or exceeding quota, bookings, or revenue targets, with a consistent history of pipeline generation and forecast accuracy.
Proven experience with hunting and farming, both new-logo acquisition and account expansion in enterprise, mid-market, or strategic accounts.
Experience selling complex solutions through long or multi-stakeholder buying cycles.
Demonstrated ability to build and lead relationships with C-suite and senior business, technology, cybersecurity, risk, or compliance stakeholders.
Strong consultative selling, strategic planning, account planning, negotiation, presentation, verbal, written, and closing skills.
Strong strategic thinking, analytical ability, leadership, judgment, and critical-thinking skills.
Ability to understand complex technology, services, strategy, and business objectives and translate them into compelling client solutions.
Ability to solve complex problems, remove obstacles diplomatically, and work with limited supervision.
Proficiency with Salesforce and other sales productivity tools.
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Must be able to travel up to 50%

Bonus Points

Experience selling cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, IT risk management, or related solutions.
Knowledge of cybersecurity frameworks and standards such as FedRAMP, PCI, SOC, ISO, HIPAA, or HITRUST.
Established relationships with C-level decision-makers and relevant industry networks.
Experience using sales methodologies or frameworks such as Solution Selling, Force Management, or MEDDPICC.
Relevant certifications such as CCSK.
Experience with ZoomInfo, LinkedIn Sales Navigator, Outreach, or comparable sales and prospecting platforms.
Experience working in a high-growth, fast-paced consulting or services environment