Coalfire - Account Executive – Compliance Sales
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 and 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
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