Account Executive - Compliance Sales

Job description

**About Coalfire** Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world. But that’s not who we are – that’s just what we do. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference. **Position Summary** Coalfire is looking for a dynamic, results-driven Enterprise Account Executive to drive growth within strategic accounts and spearhead new client acquisition efforts. In this role, you’ll own a portfolio of enterprise clients, with a focus on expanding and protecting Coalfire’s Compliance services. You'll operate with a hunter mindset—navigating complex buying cycles, building executive relationships, and driving revenue across existing and net-new logos. ### What You'll Do - **New Business Development:** - Lead outbound prospecting and demand generation efforts to acquire new enterprise clients (net-new logos) - Qualify and follow up on inbound leads in collaboration with marketing and business development teams - Build and execute multi-touch sales strategies that leverage personalized messaging, consultative conversations, and high-value engagements - **Account Growth & Retention:** - Manage a defined set of enterprise accounts with the goal of expanding Coalfire’s presence across services and capabilities - Develop deep relationships with existing clients to understand evolving business needs and identify upsell/cross-sell opportunities - Achieve a minimum renewal rate of 90% across assigned accounts through proactive engagement and exceptional client service - **Sales Strategy & Execution:** - Develop and maintain strategic account plans, including stakeholder mapping, opportunity prioritization, and pursuit strategies - Drive the full sales cycle from initial discovery and solution positioning to proposal development, pricing, negotiation, and close - Collaborate with internal teams (delivery, marketing, legal) to align resources and deliver a seamless buyer journey - **Client Engagement & Advisory:** - Serve as a trusted advisor to enterprise clients, engaging in high-level cybersecurity and compliance strategy discussions - Lead client presentations, workshops, and proposal meetings with executive-level stakeholders - Stay current on industry trends, regulatory changes, and emerging technologies to provide informed recommendations - **Sales Operations & Forecasting:** - Maintain accurate pipeline and forecast data in Salesforce, ensuring visibility into deal progress and revenue projections - Prepare and present quarterly business reviews and account updates to leadership - Establish and follow a repeatable process for deal review, lead qualification, and pipeline progression ### What You'll Bring - 6+ years of successful experience in enterprise B2B sales or account management, preferably in cybersecurity, compliance, or technology consulting with a strong record of quota attainment - Demonstrated track record of consistently exceeding multi-million dollar annual quotas - Proven success selling complex solutions to C-suite stakeholders (CISO, CIO, CFO, etc.) - Skilled in strategic planning, consultative selling, and navigating long sales cycles - Strong communication, negotiation, and closing skills - A hunter mentality with experience in both account expansion and new logo acquisition - Proficiency in Salesforce and other sales tools/platforms - 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 - Background in cybersecurity, compliance, GRC, cloud security, or IT risk management - Knowledge of frameworks like FedRAMP, PCI, SOC, ISO, HITRUST, etc. - Prior experience in a high-growth or fast-paced consulting or services environment