Account Executive - Compliance Sales

Coalfire

1d • $88,000 - $150,000 • Remote

About The Position

Coalfire is seeking a dynamic, results-driven Enterprise Account Executive to grow strategic accounts and acquire new clients, with a focus on expanding and protecting its Compliance Audit and Advisory services. The role owns a portfolio of enterprise clients and operates with a hunter mindset, navigating complex buying cycles, building executive relationships, and driving revenue across existing and new accounts. Account assignments may focus on enterprise, mid-market, or emerging accounts.

The Account Executive acts as a consultative partner to client executives, understanding business and cybersecurity priorities, positioning appropriate Coalfire solutions, and leading opportunities from discovery through proposal, negotiation, close, and follow-on growth. Success requires strong executive relationships, disciplined account planning, accurate forecasting, and effective collaboration with cross-functional teams.

This position requires travel up to 50%. The listed base salary range is $88,000–$150,000 per year. The successful candidate may also be eligible for annual incentive, commission, and/or recognition programs. Coalfire offers a flexible work model in many cases, which may allow employees to work from home or an office.

Requirements

• Six or more years of successful direct B2B sales or account management experience, 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.
• Experience with 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.
• 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 or equivalent combination of education and work experience.
• Ability to travel up to 50%.

Nice To Haves

• 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

• Create and execute quarterly business development plans aligned with Coalfire’s cybersecurity portfolio and revenue goals.
• Generate, qualify, and progress pipeline through outbound prospecting, demand-generation activities, referrals, and inbound leads.
• Develop consultative, multi-touch 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 resources to identify, qualify, advance, and secure opportunities.
• Manage assigned strategic accounts and prospects, maintaining account strategies, stakeholder maps, opportunity priorities, and account plans.
• Build long-term relationships with client executives and decision-makers across business, technology, cybersecurity, risk, and compliance.
• Pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services and capabilities.
• Understand client needs and position solutions supporting business, cybersecurity, compliance, and risk objectives.
• Maintain customer strategy and direction while coordinating account activity across internal teams.
• Drive the full sales cycle from discovery and solution positioning through proposal development, pricing, negotiation, close, and transition to delivery.
• Lead or coordinate pursuits, including procurement, proposal and Statement of Work development, pricing strategy, contract negotiation, and risk management.
• Use MEDDPICC processes for lead qualification, deal review, approval, pipeline progression, and deal execution.
• Organize and lead pursuit teams and ensure opportunities progress with appropriate resources, decisions, and next steps.
• Lead client-facing security strategy, planning, workshops, and formal proposal sessions as appropriate.
• Serve as a trusted advisor in discussions about cybersecurity, compliance, IT strategy, technology risk, and industry priorities.
• Communicate complex services and solutions to technical, product, infrastructure, and business owners.
• Lead executive presentations, workshops, proposal meetings, and other high-value client engagements.
• Stay current on cybersecurity market trends, regulatory developments, emerging technologies, industry participants, and business models.
• Contribute to problem-solving with client representatives, consulting teams, project managers, delivery teams, and subject-matter experts.
• Partner with sales operations, sales solutions, delivery, project management, marketing, legal, and other internal teams.
• Coordinate resources to provide a connected, professional buyer experience.
• Build awareness of Coalfire’s cybersecurity portfolio internally and externally.
• Provide client context, feedback, and intelligence to teams supporting solution development, delivery, and go-to-market activities.
• 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 quota, bookings, revenue, renewal, and other team-specific objectives.

Benefits

• Paid parental leave.
• Flexible time off.
• Certification and training reimbursement.
• Digital mental health and wellbeing support membership.
• Comprehensive insurance options.
• Flexible work model in many cases, with the option to work from home or an office.
• Employee resource groups and in-person and virtual events.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior