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coalfire - Account Executive - Compliance Sales

United Kingdom2d ago

Requirements

• 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% • 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

Responsibilities

• 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.

Benefits

• At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office. • Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.