Enterprise Client Executive

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 This role requires a driven, forward-thinking individual who will manage a high-profile account, (5-10MM in ARR), build strong relationships, and establish credibility as a trusted advisor. The Enterprise Client Exec will manage client relationships and escalations along with leading a team of consultants or managers. This role will work closely with project managers, directors, and other delivery team members to effectively manage project timelines and deliverables. The Enterprise Client Executive is empowered to grow the account by identifying strategic business opportunities within existing client relationships to expand on existing services offered, with a focus on adding value to the customer through every engagement. The role will also be responsible for renewals of recurring business and working with sales to support the renewal process. The individual will also work with the sales team and CxO advisors to build account plans and seek out new business within the account by identifying new contacts and parts of the business that Coalfire can support for their cybersecurity needs. ### What You'll Do - Own the overall strategy, health, and performance of the account, connecting client priorities, relationship plans, renewal milestones, growth opportunities, delivery health, and financial performance. - Build trusted, multi-threaded relationships across client organizations, including executive sponsors, economic buyers, technical stakeholders, and other key influencers. - Develop and maintain strategic account plans that align Coalfire’s full portfolio of services to the client’s business, cybersecurity, and compliance needs. - Review key client-facing deliverables—including assessment plans, technical reports, findings, recommendations, and written communications—for quality, accuracy, clarity, and alignment with client expectations. - Monitor project progress, budget, profitability, utilization, quality, and deliverable status across account engagements; adjust priorities or resources and escalate risks when targets are threatened. - Lead account planning sessions, client business reviews, and QBRs, translating account priorities into a clear executive narrative, actionable commitments, and measurable outcomes. - Make sound account-level trade-offs involving resource allocation, staffing fit, scope changes, pricing, credits, service recovery, and other commercial or relationship considerations. - Maintain executive visibility into delivery health across the account without taking over day-to-day project execution; intervene early when delivery risks may affect client confidence, margin, retention, or growth. - Lead and resolve client, delivery, commercial, and relationship escalations across Coalfire, ensuring the client receives clear communication and an effective path to resolution. - Own the renewal strategy and posture for recurring business, partnering with Renewal Specialists, Business Operations, and the Account Executive to maintain visibility, reduce risk, and support timely commercial decisions. - Identify opportunities to expand relationships into new buying centers, service lines, and areas of client need; connect those opportunities to client value rather than selling for its own sake. - Partner with the Account Executive on expansion strategy, qualification, solutioning, and commercial alignment while maintaining one coordinated client narrative. - Maintain account-level accountability for revenue growth, retention, margin, pipeline contribution, and delivery economics. - Coordinate closely with project managers, delivery leaders, solutioning teams, service lines, finance, and sales to ensure commitments are realistic, aligned, and executed well. - Participate in technical discovery, solution shaping, and scoping conversations, translating client priorities into appropriate Coalfire services, realistic delivery approaches, and clear deliverables. - Review engagement plans, milestones, staffing, assumptions, dependencies, and timelines with project managers and delivery leaders; challenge gaps early and ensure commitments align to client needs and contracted scope. - Facilitate or participate in client interviews, technical working sessions, status calls, and business reviews; explain technical concepts, findings, risks, and recommended actions to technical and non-technical stakeholders. - Ensure client questions, evidence requests, findings, action items, and scope changes are documented, assigned, tracked, and closed through the appropriate delivery teams. - Support engagement onboarding, transitions, and closeout by confirming handoffs, open items, lessons learned, and ongoing support expectations. - Coach consultants, managers, and other account team members in client communication, audit and assessment practices, technical review, writing, and quality standards. - Establish client-specific operating practices or standards when needed to improve service quality, consistency, and the overall client experience. - Lead, coach, and develop account team members and managers; provide clarity, feedback, mentorship, and opportunities that strengthen the team and build future account leadership capability. - Stay current on cybersecurity, technology, industry, and competitive trends so you can bring relevant insight and simplify complex topics for executive and non-technical audiences. ### What You'll Bring - Proven experience owning strategic client relationships and serving as a trusted advisor to senior stakeholders. - Strong commercial judgment, including comfort with renewals, account economics, margin, pipeline, pricing considerations, and competing priorities. - Experience reviewing complex technical deliverables, reports, findings, and recommendations and converting them into clear, actionable client guidance. - A track record of connecting client needs to account strategy, retention, revenue growth, and long-term value. - The ability to understand a client’s business and translate cybersecurity, technology, and delivery considerations into clear business outcomes. - Working knowledge of cybersecurity frameworks, audit and assessment methodologies, technical review, and professional services delivery. - The ability to evaluate technical work at a level sufficient to assess quality, risk, feasibility, scope, and client impact, while relying on specialist teams for hands-on execution. - Strong executive presence and communication skills, with the ability to make the complex simple in written, verbal, and client-facing settings. - Sound judgment in escalations and service recovery, including the ability to balance client trust, delivery reality, commercial commitments, and Coalfire’s long-term interests. - A collaborative, enterprise-minded leadership style and the ability to influence teams and stakeholders who may not report directly to you. - Experience leading, coaching, or developing people and building an accountable, high-performing team culture. - Adaptability, curiosity, and the confidence to operate across traditional sales, delivery, and account-management boundaries. - A commitment to continuous learning and the ability to maintain credible knowledge of relevant cybersecurity practices, services, and industry trends. - Experience working across sales, delivery, solutioning, finance, and executive leadership in a complex, matrixed environment.