Account Executive - Compliance Sales

Coalfire is a cybersecurity company that helps clients solve complex cybersecurity challenges and navigate the evolving cybersecurity landscape. The Enterprise Account Executive will drive growth in strategic accounts, acquire new enterprise clients, expand and retain Compliance services, manage the full sales cycle, and advise executive stakeholders on cybersecurity and compliance strategies.

Responsibilities:

• 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
• 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
• 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
• 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
• 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

Requirements:

• • 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%
• • 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
• • 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